I have been answering client queries for years now and boy, I have seen a remarkable change in my closing skills with time. The client conversion rate has been doubled up. In this blog, I am going to show you how you can use just the basic talking skills to convince him and to generate confidence in you.
When I started as a freelance graphic designer I started with the platforms it helped me gain exposure into the design industry, it was I think almost 7 years before when I did that. I was amazed at the amount of money people were charging for their design services. At that time it looked like a dream when I would be able to charge that much amount but now with time I have realised that even the money with which I was overwhelmed with was nothing as compared to what you can make with your skills and talent.
The Tips that have helped me close more clients when they contact me are these;
1. Be Human
2. Don’t use the same script
3. Use names more often
4. Be Enthusiastic and passionate
5. Be more curious
6. Be a good listener
7. Do not sell but solve
8. Believe that you are great and provide the best product or services
Now let’s discuss it in details
1. Be Human-
Don’t treat your clients like this is just a business call or the sole purpose for this conversation is just getting the work done and THE END of the story. But treat this conversation like any normal conversation between two human beings.
Ask about the client’s well being, rather than just coming to the point like what do you want. You don’t want to seem like a graphic bot focused on the work.
I know it is a little hard for us creative people to have a good conversation since we spend most of our time in isolation, And you are lucky if you are good with people and conversation. I myself have worked upon myself to cultivate the skill to be a good conversationalist by going out more and have conversations with strangers lol.
Coming to the point, you need to keep in mind the purpose of the conversation and the direction this conversation needs to go, but be a little more human and not just about business this will help you gain some repo with the client.
2. Don’t use the same script-
Sometimes what we do is we try the same thing that worked for us previously. But that is not the case with human interaction, you need to treat every conversation or a query as an individual and special opportunity to connect to the client on a deeper level.
Understand what the client needs? and what is important to him? The reason he has come to you. What objectives does he have in mind? Don’t just listen to what he is saying, just be curious to know everything about his business, his problems, the problems that he is not seeing or solving, the better alternative solution. etc.
Once you would come off to help your client genuinely you would know what to ask. Just be genuine rather than following a script for every client.
3. Use Names more often-
In a conversation to make it more of an individual conversation by using their name. You can build better relationships with the client once you know the power of calling people by their names. But don’t just call him/her by name again and again. You need to be smart about it.
Usually, people who are close to us, are in our social circle, in our family call us by our names, not the strangers. To break out of this stranger zone you need to use this trick smartly. And this way your client would be more receptive to what you need to say.
4. Be Enthusiastic and Passionate-
When you are enthusiastic and passion you are always filled with energy. It is the reverse programming for getting into a better state.
I experimented this again and again in my 6-7 years of experience. Whenever I was excited about some project and talked to a client filled with passion, I always landed that job. like 9 out of 10 times you would win the trust of the client by just being more enthusiastic and passionate.
It doesn’t just make you seem like a positive person but also it will show to the client how passionate you are to solve the client’s problem. As a client, he has a few people that he is talking to give this freelance work but he is more likely to give it to an extra enthusiastic and passionate person rather than someone who is just talking like everything is so normal.
By being enthusiasm you will make the client feel special and he will be attracted to you more. It is not a surprise that enthusiastic people who are filled with energy are always surrounded by more and more people. People get attracted to people who give out positive energy to them, that way they can also feel positive.
5. Be more Curious-
We always say that you would have to be a good
By being more curious towards the project you can make the client feel that how dedicated you are towards the problem of the client. And how keen you are in understanding the client’s situation. You will ask better questions to understand and solve the problems. And the solution that you are proposing would be more accurate by asking good questions.
6. Be a good listener-
Listen patiently to what the client has to say rather than showing how much you know. First, just listen to every answer that the client gives you, listen to what are all the problems he is getting and every other question you ask just listen to every answer. Then after he is done speaking and he feels that you have listened to everything well propose your solutions or tell them what are the better solutions that you have in mind.
But while proposing your solutions don’t call him wrong right away. Just help him to think better by leading him to the thought that you have in mind.
7. Do not Sell but Solve-
Often times when we are selling our services or products we want everyone to be a buyer, and we find ways to sell it to people. Rather we should take a different approach than selling our product, people do not want to be sold something. And once they realized that they have been sold something. They will have the buyer’s remorse, which is not good for retaining your clients.
You should come forward to solve the people’s problem with a genuine heart, If your client thinks that you have genuinely helped him to make his business better than he is more likely to come back again and again, Even it will alleviate your chances to be referred to someone in need of your product or services.
8. Believe that you are great and provide the best product or services-
This might have been hyped a lot but this is the most important and people still doesn’t focus on this one. They bring their average product and think that they will do good in the market. You can’t win a customer if you don’t have a product that would serve him well. Who wants an average product? You tell me If I would suggest you buy a car with bad efficiency and average looking would you buy it? I think not.
So, to believe in your product you need to bring the best product in which you can have 100% of your confidence that it is great. After bringing a great product in which you believe, even your clients would feel that the product is special.
