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?
Ultimately, it’s ALL about prospecting. If people didn’t need to prospect, business networking web apps such as LinkedIn wouldn’t be as popular and useful as they have become.
I recall a conversation with a client who owns a bookkeeping service company. While their client base is consistent in terms of size (small businesses, of course), they are still fairly diverse in the kinds of individuals and businesses they serve. That said, the owner was describing one client whom…
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?
The nature of true networking can be summed up in one question: If you were growing your own food, would you wait until you were hungry to plant your seeds?
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.