How do you turn a client complaint into a positive, word-of-mouth prospecting opportunity? It is amazing at how simple it can be (but not always easy…!) —to turn a negative into a positive. It is all in how you choose to respond.
No matter how hard you work to provide the best service for your clients, there will always be times when problems arise. If a client calls you and is obviously distraught or even angry, how you respond at that very moment will impact your ability to resolve the situation—and turn a negative complaint into a positive outcome.
You have heard it said a hundred times, and in a hundred different ways: You can’t beat referrals. If you don’t seek referrals, you are missing one of the simplest, yet effective ways to prospect. So it begs the question…can there be something better?
The biggest mistake sales professionals make when seeking referrals is not asking for them. I stand by that. However, what’s the second biggest mistake?
No one likes to be rejected in any of life’s situations. We all have fear of rejection, and we go to great lengths to protect our fragile egos.
Are you letting fear of rejection to keep you from prospecting? Maybe it’s just a lack of discipline. At what cost? How much are you paying NOT to prospect?