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Yesterday, I shared Critical Moment #1 with you on how you can convert more sales and get new clients fast by simply using the 24 hour response rule.
Critical Moment #2 is just as important. You have a new client or customer – now what?
Right after the purchase – When your customers have spent money with you, it’s important that they are reassured that they made the right decision, are going to get their money’s worth, and can relax and get excited about what’s in store for them. If you leave them with a gaping hole that doesn’t confirm anything, they’re going to start filling up the empty space with their own emotions, which could be buyer’s remorse, fear, anxiety, dread, guilt.
It’s up to you to reach out and acknowledge them for their time and investment, and remind them why their decision to work with you is going to pay off.
The other day, while standing in a very long line at my local coffee shop, I struck up a conversation with the woman behind me. We began chatting about everyday topics-the weather, the holiday rush, and then we stumbled on that dreaded topic of the moment-the economy. I asked her a question: “What do you think would be the most important thing you could have in your life right now to support where you are, given the economy?” She was a little surprised by this question, but her reply was very telling. She said,“Having an abundant source of constant cash flow.” My next question was, “And what steps have you taken to secure that?” After a long pause, she replied “Not much.”
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