👍 Reaffirm customer decisions

When your work and life are in balance, you find that you seamlessly transition between different speeds for different situations. For most people home life may feel slower, and work often feels a little quicker. But work also needs to have different degrees of speed. Most people struggle with sales because they rush to move forward too fast.

You, the seller, feel ready because you know what to expect next. However, for your customer, this is a new world. They need to adjust, to be reassured they're heading in the right direction, and to know what the path forward looks like.

What does the right pacing look like? In this edition of Work Smart Wednesday I'm going to cover two ways you can set the right pace so you can close more sales.

Firstly, if you're selling via messages it is different to selling via calls.

If you're selling via calls, you are much more able to collect payment while the prospect is on the call with you (if you set everything up properly). The speed is quicker. In which case, apply this advice and ask the question after payment is collected.

But, if you're selling via messages that have a delay between replies then don’t just send someone an invoice if they say they want to go ahead. Slow things down for a second.

I know this is counterintuitive and not what most coaches say. I also know it’s super exciting when someone says they want to go ahead with the deal. But with sales it’s not over until it’s over.

So before sending through that link to pay, take a second to help the client be excited and to ask: “What part of us working together are you most looking forward to?”

You ask them this question for two key reasons:

1. It helps you to understand what parts of your offer are most valuable (so you can continue to improve your offers and marketing), and what quick win you want to prioritise to deliver to your client during onboarding.

   
   

2. Even more importantly, you ask it to help them reaffirm their decision. The question helps the client to feel emotionally and rationally committed as well as financially. The client will reaffirm in their head why they are buying, and help them better understand why buying is a good decision. You will see that conversion rates increase, and that early commitment rates are also higher (which will help you deliver better results more easily).

   
   

Reassure your client that they have made the right decision.

Don't only do this only once. Reassure your client when they make the initial purchase, reassure them again when you're onboarding them, and reassure them intermittently during their time working with you.

They will be happier, you will help them achieve better results, and you will retain them for longer. The reassurance will help everybody.

I shared this in my Work Smart Wednesday newsletter. Want the full set of related insights? You can read them here: https://worksmartwednesday.substack.com/p/work-smart-wednesday-february-26

👋 Want to work together?

When you’re ready, here are 2 ways I can help you:

🔍 Clarity Call - We will discuss your situation and create a step-by-step action plan together so you know exactly what you need to do next for maximum impact.

🧩 Your Work Smart Scorecard - what is holding you back? - Fill in this quick quiz to easily see what your productivity problem is. Clearly identify what you need to focus on to improve your life and business.

💡 Want more from me? Find more on my LinkedIn profile.

🎯If you found this useful, don’t stop here. Sign up for Work Smart Wednesday and get smarter work tips every week.