Lessons on How to Inspire Client Confidence
Your clients are constantly looking to you to meet their expectations, but the trick is to go one further and exceed their expectations.
One way that you can do this is to inspire confidence in your clients so that they know they’re dealing with the right people.
Let’s take a look at how you can achieve this and have clients coming back time and time again.
Be an Authority
To inspire client confidence your business also needs to exude confidence.
And this all starts with your team members.
There’s nothing that makes me roll my eyes more than dealing with a business where the team members don’t know their own jobs inside out.
Take sales, for example, you want your sales person to know EVERYTHING about the product or service you’re selling. If your sales person struggles to answer a client’s questions effectively then it’s unlikely any services will be invested in.
This is why you need to invest heavily in training to arm your team with all the answers.
Don’t Be Shy of Your Successes
You should never discount the importance of testimonials and client reviews in business.
Clients are always looking for assurances when they’re making a purchase, so you need to make sure you can put your clients at ease.
If you’ve got a long line of satisfied clients you should use their good experiences to highlight how trustworthy you are.
By reducing the chance of risk you’ll find that your clients are confident of your ability to deliver. People need social proof verification that you are the right fit for them. The most effective way to show social proof it through client reviews.
In this day and age clients are becoming more and more conscious of how they spend their money. They don’t want to take a gamble and lose their hard earned dollars.
I mean, we’ve all been there. We’ve bought something extravagant like a top of the range stereo, got home and decided maybe that money would be better spent on essential groceries!
However, taking it back can often turn into a nightmare. Many stores will refuse a straight out refund – which they are entitled to do – and instead only offer store credit.
It’s frustrating for the client and doesn’t really put their needs first.
This is why you need to tap into risk reversal behavior with a guarantee which encourages clients to buy from you.
And the best type is one that puts your clients first such as a ‘no questions asked, money back guarantee’.
Encourage Client Feedback
No business is perfect and I’m pretty sure you’re going to have clients who want to complain or vent frustrations. Sometimes they are simply frustrated with the situation, not even you specifically, or your company.
I’ve found, though, that many companies don’t want to deal with complaints, which is a no-win business strategy.
An unhappy client needs a resolution and palming them off with complaint forms or passing them from department to department will only make things worse.
But if you show you’re willing to listen and deal with complaints you’ll find that clients’ confidence in you soars.
Get clients, keep clients. Period! That’s the goal. Inspire client confidence and see how it helps getting and keeping clients.