You give a great sales presentation, give the customer all the information they need to make a well-informed decision, and then you hear that phrase: “I’m just not quite sure.” These on-the-fence customers can seem like a lost cause, but keep these tools in mind and you can easily turn an “I’m not sure,” into a “Where do I sign?”
- Digital defense: When you’ve done all you can do verbally; break out your tablet or iPad. It’s a great way to let the customer look through the information without feeling the pressure of a technician face-to-face. Sometimes just a moment of overview can help seal the deal.
- Sweeter deal: Give technicians an allowance to use on discounts and promotions for swaying on-the-fence customers. (Sign today for a 5% discount on our upper-scale products).
- Time and attention: Some customers just need time to decide. Answer any questions you can before leaving their home, then make sure to follow up with a personalized touch like a cookie delivery or a simple handwritten note.
What technique do you use to help “on-the-fence” customers?
One Comment
Customer is king and we should take care of their proper need by giving proper knowledge and guidance to them regarding fence.Then they also realize and keep faith on us and our company grows.