Learn how to become irresistible to potential clients and land more winning sales! These tactics will help you turn leads into clients and keep your current clients for the long term.
Many small business owners have a similar complaint about closing deals with potential clients. One minute it seems they’re making headway in their sales pitch, and the next minute, the client gives a resounding “not interested” response.
When it comes to closing deals and making sales, you need to know how to attract customer attention by becoming irresistible. Sales specialists who have mastered this skill will tell you that it’s one of the best ways to scale and take your company to a new level.
By achieving irresistibility, you can make more sales, close more deals, and get your existing and potential clients to trust you wholeheartedly. This will get them to keep coming back for more while giving you that sweet-to-hear, positive “yes!”
What Does It Mean to Be Irresistible In Sales?
You’re probably wondering what it means to be irresistible and how you can get yourself to that point. In this context, the word “irresistible” means making it easy for your clients – both potential and existing – to say yes to you. It also means giving them a clear and specific reason why they should buy from you.
In its entirety, the essential aspect of being irresistible is enticing your existing and potential clients to say “yes” to what you offer. After all, everyone wants to hear that fantastic word, especially people who have something to offer in the market. When you’re irresistible, you don’t triumph alone—your clients win as well.
What Are the Strategies to Attract Clients?
Below, we share tips and strategies that’ll make you irresistible, improve potential client response, and grow your business.
1. Start By Making the Right Promise
You might not know this, but most clients don’t care to know HOW you’ll work with them. Unfortunately, this is precisely the misstep that many entrepreneurs end up making. They start by telling their client HOW they’ll work together.
Instead, when you come right down to it, what your clients really care about are:
- What can you do?
- What growth or positive transformations should they expect to experience?
- What will they achieve by working with you?
By answering these questions, you’re a step closer to convincing them to become more receptive to signing up with you.
To make it easy for you to make the right promises, here are a few important key points you need to remember at this stage of creating irresistibility:
- Be clear on what they’ll achieve. For example, you can promise, “By the time you’re through working with me, you’ll be at a place where you can generate consistent revenue from returning clients.” As you can see, this does not show the client HOW they’ll work with you. Instead, it shows them WHAT they’ll get out of working with you.
- Mention nothing on how you’ll work together with them. It’s not necessary, and they most likely don’t care.
- Pay exclusive attention to what your client will achieve by having a working relationship with you. Remember, at this stage, it’s all about them and not you.
- Your language should be benefit-driven. For example, if the client decides to work with you, what’s in it for them? What features do you offer and what benefits do they bring? Use words that explain and make this clear. Potential clients are talking to you because they’re curious to know the results you’ll get to the table. By tweaking your language to focus on this, you’re already making it easy for the client to say yes.
Change Your Conversation From “If” to “How”
As simple as this might sound, this is surprisingly one of the most crucial stages to achieving irresistibility. This is because it challenges everything you’ve come to know about the marketplace. You’ve been taught that creating a signature system and selling it is the best way to scale and get more clients. However, you need to know that while it’s important to build one, you cannot make it your only strategy.
By giving your potential clients just one way of working with you (a single offer or feature), you limit their options. This makes it an ‘IF’ situation for them. It puts them in a scenario where they have to decide if they want to work with you or look elsewhere for additional options. Rejection is likely when you employ such a restricted strategy.
When presented with one option, 74% of clients will say ‘no’ and select a company that offers them value. While you might think having one offer makes it easy to buy from you, it only increases your chances of getting a negative response.
How Do You Avoid a Negative Response?
To increase your chances of getting clients to buy from you, you need to offer them comparisons. Show them different ways they can work with you and how each one benefits them. Knowing their options makes it easy to make a decision.
While you might be tempted to give them several offers to choose from, please don’t! This will end up adding to their confusion. Ideally, give them three options for optimum results. It’s not too few, and it’s not too many—it’s just the right amount. To make it easier for you, keep this simple technique in mind:
- The small offer
- The medium offer
- The big offer
As you can see, each of these options gives your clients a specific promise. The features show clear benefits from each choice they make and what they’ll expect from you. An added advantage of this technique is that it makes it easy to level up to the next offer if they enjoyed your services. This is a great way to retain customers.
3. Nurture Your Prospective Clients
Don’t worry. This is not as scary as it sounds.
The thought of nurturing prospective clients can sound intimidating and have you sighing in frustration. However, it’s easy once you know how to handle it, and I’ll show you how. Using this technique reassures your prospects and builds confidence. It’s important to remember that people will only buy from companies that they trust, which is why this should be at the center of your sales strategy. Therefore, it makes no sense to give up after a few “no’s.”
As many as 92% of sales personnel give up after getting four “no’s”. However, it takes more than four “no’s” before prospects will say yes. This is because many people will give a “No” or “Not now” response when dealing with people they don’t trust. By nurturing your prospects, you become irresistible.
It’s easy to feel like giving up after getting a few negative replies. However, you’ll only end up losing potential clients by doing so.
So, What Should You Do?
Start by observing to find out if they fit the book as your ideal client. Don’t sum prospects under the same umbrella because they said no. It’s possible that you might have met them at an inconvenient time. Perhaps, they don’t have the budget, or they need more time to consider their options.
It doesn’t matter their reason for not closing the deal. if they fit the bill as your ideal client, then you need to keep them around. To achieve this, you need to keep engaging with them and adding value to their lives one way or another. This helps you accomplish two things:
- They can easily reach out to you when the time is right for them.
- You can easily reach out to them when necessary without starting all over from scratch. This is because it’s easier to contact someone you’ve maintained a connection with.
In reality, there’s no definite number of times that you need to contact a prospect before they buy from you. You need to keep in mind that staying in touch goes beyond sending out weekly emails. It also encompasses creating an integrated approach built from different elements, aiming to keep the interaction going. This way, when they finally change their mind and are ready to reach out to engage with you, they can easily do so.
4. Practice Active Listening
Another technique I often use to achieve irresistibility is active listening. It involves paying close attention to what a person is saying, the words they use, and their body language. Unlike passive listening, where you’re either thinking of something else or not just listening at all, this method requires your 100%.
While in a conversation, have you ever found yourself thinking of what to have for lunch or the phone call you need to make? That’s passive listening. In active listening, you pay attention to the client’s choice of words, tone of voice, and body language – which makes up 60 to 80 % of communication.
Why is active listening so important and effective? People want to know you care about them enough to listen to their concerns and opinions. By taking in every factor, from tone to body language, you can easily build rapport with a potential client. Most salespersons are so concerned with showing off their knowledge and making a sale that they end up ignoring or talking over their prospects. This doesn’t build confidence or trust. On the contrary, the client will feel that you don’t care enough and will most likely reject you.
The goal of active listening is to focus on the person making the purchase rather than on making a sale. When you show the prospect that you value their concerns and opinions by your attention to detail, the conversation leads to a mutually beneficial encounter.
This technique also ensures that you avoid miscommunication and makes it easier to understand your potential client’s needs. As the listener, you should summarize what the speaker said during the conversation and repeat the key points back to them. This allows the speaker to correct anything they feel you didn’t fully understand.
How Can You Listen Easily?
It’s simple, don’t be the stereotypical salesperson who talks all the time. You have two ears and one mouth. Therefore, you should listen TWICE as much as you talk. Spend more time listening to your prospect than you spend trying to force your sales speech down their throat.
You can start practicing to become good at listening actively by making it a habit. Start with your colleagues or employees.
- Listen to them without thinking of other things that you need to do.
- Avoid thinking of your own response while they’re still talking.
- Watch their body language to determine their emotional state and ask open-ended questions to make them share more information with you.
- Paraphrase their ideas and repeat them back to ensure you understood them correctly. For example, “It sounds like you are happy with your current phone, but you’d prefer if it came with a bigger screen because you love watching movies on it.” This type of feedback shows the prospect that you’re listening and that you care about their needs. It also affords them the opportunity to correct you if they feel misunderstood.
With continued practice, you’ll find that your prospects will find you irresistible and respond warmly when you talk.
5. Think of Your Client Relationship Management Solution
It’s one thing to get your prospects to say yes, but it can quickly go downhill if you don’t handle the project professionally. They can just as easily change their mind. You want them to find you so irresistible that they continue coming back for more.
Tools like HoneyBook’s client management software for small businesses make this easy to accomplish. From booking clients and signing online contracts to closing deals and making payments, you can easily process inquiries through invoicing with this platform. This gives your clients a sense of confidence in your abilities and services. It also allows you to work on your phone. This means you can respond to your clients on-the-go.
By using HoneyBook to increase your efficiency, prospects are more likely to feel relaxed when choosing to work with you.