You could spend months preparing a spectacular marketing campaign, but you won’t get anywhere if your customer service reps aren’t following up your work with effective closing techniques.

Audiences aren’t the same today as they were five or 10 years ago, points out relationship-marketing coach Katrina Sawa. That means your closing techniques must evolve, as well. She offers these up-to-date strategies:

Assume The Sale

Your energy and enthusiasm for turning a potential customer into a loyal one will subconsciously push customers toward signing on for your products and services.

Try this: When you’re working with customers, assume that they will buy your product. Speak to them as if you are already finding solutions to their most important problems.

Worry About Their Loss

As a potential customer’s first line of contact for your company, you are in the prime position to fret over everything the potential customer will miss out on if they turn down your offers.

Do it like this: List a few crucial problems customers usually have, then explain exactly how they are letting solutions slip through their fingers.

Explain The Urgency

You don’t want customers to think they have all the time in the world to decide on your product. While they are taking their time, your competitors may swoop in and steal your sale. You must make customers feel that they must hurry lest they miss out on a great deal or option.

Filed under: Customer Service Corner