4 Simple Rules to Get That Business!
Here at Customer Perceptions, we do mystery shopping and consumer consultancy for a wide range of industries and sectors. We recently completed a study of financial brokers in Ireland, and the customer experience across the sector. While mapping the customer journey for clients of financial brokers (including by sending our mystery shoppers out to various businesses around the country), we came across several points of interest applicable across a wide range of businesses. There was a lot of useful information collated during the study, but one of the most interesting was the behaviour of the agents at the end and after the consultuation/appointment/call-it-what-you-will. Closing the deal is a crucial step on the customer journey and we want to take some time to address it with you. To that end, we’ve put together four simple steps that will help you bring a consultation to a close successfully, and will make it as easy as possible to close that sale:
I’m sure these steps seem simple common sense to most of you, but what’s surprising is how often they simply aren’t followed. The figures returned in our study show a very patchy picture as to how consistently these simple, effective techniques are coming into play. When dealing with a customer and bringing a consultation to a close, don’t forget them. Closing the deal won’t happen without properly meeting the customer’s expectations.
The best consultation or presentation or client relationship in the world can be thrown away at the last hurdle. Keep these steps at the forefront of your mind, and don’t let that happen!