Picture this..
A person interested in your services contacts you and in your effort to help them, you go all out with everything you can offer them. Newbies or veterans, it happens to the best of us and it’s a common mistake that we all make at some point.
We forget to grow big ears and talk to our prospects in their language.
- They call and ask for fitness training and you try to sell them a nutrition plan.
- They are asking about getting started with social media and you start throwing ROI, metrics, and management at them.
- They need a basic website, yet you try to sell them the version with all the bells and whistles.
Sound familiar?
What happens?
Overwhelm. They run for the hills!
Remember: they are contacting you because they see you as an expert in your industry. They need guidance and help and probably have some idea about what they need but at the same time are faced with a lot of choice.
Exercise Restraint
Giving them with too much information will overwhelm them and make it harder for them to make a decision and ultimately, choose you.
I experienced this recently. After a back and forth exchange with a prospect who wanted help building his online presence, I sent a proposal. I told him everything he needed, despite him asking for the basics. What did I do wrong?
I forgot to listen completely and was already thinking of the next steps. The result? Instead of winning him over immediately, he now needed more time to process it all!
Lesson Learned
Don’t scare away your customers with Too Much Information (TMI)!!
Sometimes less is more, and remember, there’s always the opportunity to upsell later 😉
Has this ever happened to you?
Photo Credit: VincePaul