Closing a lead is obviously a vital step to the sales process, but it's also an extremely delicate one.
Keep in touch: Schedule a follow-up
The worst thing that can happen is for your leads to fizzle out. If your customer forgets about you, then your relevance goes out the window.
Be knowledgeable and informative
If your buyer is doing some research on their own, which any good buyer should, then you will want to be a good resource for them to come to. In your conversations with the lead, give unbiased and helpful advice on your product and the current market.
If the program/listing isn’t right for them, just say it
Some customers may be barking up the wrong tree. If you can tell that your program/listing isn’t going to be the right solution, then tell them that, and point them in the right direction as much as you're able. The respect they gain from you will go far, and if you ever are the right product for them, you can be sure they’ll call you first.
TIP: If you know it's not a fit for them, say it.
Mention referrals (but don’t push them!)
If you’re doing your job right, your customers will want to tell their friends and colleagues about you.
Send along useful information
You should always keep up-to-date product's market. If you see something that will help make your buyer's decision easier, send it along to them. This will build rapport with your potential buyer.
TIP: Have a statistic or two about the market prepared. (ETCV)
See if they're happy afterwards
Check in on your buyer a month or two after they've made their decision, even if they didn't decide on you. This is usually where faults in a program/listing start to become apparent. If it's your program/listing, then help them get it resolved.
Lets TAG TEAM this Deal!