Inviting Your Customer In
This is an excerpt from Kim Orlesky's new book - Sell More. Faster.
As a premium service provider, you should know who to tap into and invite to your party. Of course, you shouldn’t turn away anyone who knocks on your door. But as you go through the sales process, you’ll know which ones are willing to stay.
This is what happened to Michael Kors some time back (find out more about it in my book: “Sell More. Faster.”). Which led them to make a difficult decision, but one that worked out in the end for them.
Inviting clients is like hosting an exclusive dinner party. Only a few get an invite and the event is specially dedicated to these guests, with just enough food for the room. If you send an email blast or invite everyone you meet to the party, it will have a negative outcome--not enough food, space, time, and energy to accommodate everyone. It will be a bad experience for both them and for you.
You have to tap into your ideal clients, the clients who you know will appreciate what you offer. This gives you just enough time to engage with them on a more personal level. You can talk about the decoration of the setting, the tasty meals, your fine beverage, and other little details.
By the end of the night, you have successfully provided a one of a kind experience for each guest, which can urge them to meet with you and talk about your services and offers extensively next time.
Make the most out of your meetings and find your ideal clients. Learn more about how you can do this in my new book: “Sell More. Faster.”
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