It’s Powerful To Sell When Your People Are Telling You That’s What They Want

I’ve been in talks with two different specialty dentists as I consider a pricey procedure.

They each have an office liaison who acts as my primary contact on treatment plan questions, pricing and scheduling.

I told both that I wasn’t in a hurry and wanted to consider my options carefully, but that they should feel free to ping me anytime.

One gave me all the information on our first contact and hasn’t been heard from again.

The other emailed me a few times, checking in to see what questions I might have.

Far from annoying me—which it would if it was all about pushing me toward a decision I’m not yet ready to make—I appreciated the contact.

It gave me a chance to ask some questions I hadn’t thought of during the initial consult.

It made me feel like they actually cared about me as a patient (client).

And it gave us another opportunity to bond—since they happily answered my questions and we both learned more in the process.

So which practice will I choose when I’m ready?

Exactly.

The thing is, our prospects may be in exactly the same spot when they are deciding what to do next.

Even if you don’t have conventional competition, the barrier might be so much bigger. Like fear.

Your clients might feel like they’re jumping off a cliff to hire you—and they may need some hand holding until they’re ready.

That’s where “selling” comes in—the consultative kind that is all about helping your people get what they want.

Selling when long lead times are the norm means keeping your relationships in motion.

It means staying in touch by being thoughtfully helpful.

It means making the interactions about them, not your need for closure.

So when they are ready to leap, they’re certain you’re the one for them.