30 June 2020 | Lesezeit: 3 Minuten
First contact with a new customer: Please don’t jump in with “Final price?”
Ping! You look at your screen and see that you’ve received a contact inquiry from a prospect on WOCODEA. Great! Congratulations! To stop you from pacing up and down for half an hour while you prepare yourself mentally to meet your contact for the first time and to help reduce your anxiety, we’ve put together a few tips for you here. This is how to make successful contact with potential new customers!
The second-best moment when using WOCODEA (the first being the successful acquisition of a new customer) is receiving a contact inquiry from a prospect. What we particularly value about this is that it isn’t a cold acquisition but a hot lead! You’ve already been recommended to the prospect, and the prospect has already learned about you and your offer; now they want to make contact. If you consider the following points, then you’ll most likely close the deal.
You’ve already proven yourself once. A referral is a great thing, and then you’ve also got your profile, where you present yourself and your work. That means the prospect already has a pretty clear picture of you and your offer. So there’s no need for you to feel nervous at all.
You've already been recommended. So there's no reason to be anxious.
Most people are the same as us all: Very busy and juggling all sorts of things. So don’t expect your prospect to recognise you right away when they see your email address or phone number. Whether you write an email or give them a call, introduce yourself first — ideally with your name and company (or name and service).
After successfully introducing yourself, mention the common point of reference right away: The referrer. That creates confidence and immediately reminds the prospect where they should know you from. Our current favourite line for this is: “We have a mutual friend called NAME. He/She kindly referred me to you via WOCODEA.”
Let’s talk business:
In the next step, it’s important to move on to the business at hand. This could, for example, be introduced with the following sentence: “Are you interested in a PRODUCT/SERVICE?” Or even better from our point of view, because it’s more direct: “I’d be happy to tell you more about our services in a personal, no-obligation consultation. Maybe next Monday afternoon at 3 o’clock over a coffee?”. If, for example, you run a studio, then you could also say, “We still have appointments available next week. Why don’t you drop by and I’ll make some time to talk to you.” What’s important here is that you end up having a personal discussion or meeting.
We’ve already had lots of success with these openers and wish you the same experience. If you know of a better approach or want to share your tips with us, then feel free to get in touch with us and spill the beans!