3 Phases for Signing New Customers and Clients
After spending the last 15+ years in the network marketing space and previously a psychology major, I want to share some insight with you today. Specifically, I believe the 3 phases are signing new customers into your business.
This can also include; clients, distributors or otherwise.
Please note: these 3 phases are geared toward those who are building a business on social media. However, you can tweak or modify them to work offline as well.
3 Phases for Signing New Customers and Clients
The 3 phases we’re going to dive into are the following;
- Trust Phase
- Exposure Phase
- Close Phase
(they should follow in sequence from 1 through 3)
In some cases, the first phase is a more significant variable based on how long you’ve already known (or not) the prospect, but not to worry — this is a marathon, not a sprint, right?
Throughout the trust phase in signing new customers into your business, you want to focus on the relationship. This is where you want to establish commonalities, be relatable and build rapport. And since you are building your business on social media, one fantastic tip is to create quality content.
This content can be on your timelines, in private groups and in conversations.
Always lead and follow through with value.
The second phase of signing new customers into your business is the exposure phase. Since, at this point, you have already begun to cultivate their trust and build a relationship, you can start to dive a little deeper into what their pain points are.
Through conversations and engagement, you will be able to identify what their needs are. When equipped with this knowledge, you can start slowly offering solutions. As mentioned above, value needs to always be at the forefront; however, if you have a specific answer to their needs, this is the phase to start exposing them to those products or services.
Avoid adding too much pressure on yourself throughout this phase. Consider your solution no different than offering an answer to their question. Keep things natural and flowing through your conversations.
Listen intently and respond accordingly.
Remember, no one likes to be sold.
The closing phase is the last phase in signing new customers for your business. The truth is, this phase is a bit of a balancing act. The timing of it is essential, although when following phases one and two effectively, this can be a short phase.
When you lead with value, please focus on the relationship and expose solutions to their needs. The close should be quick and a no-brainer. You never want to convince someone to purchase — this never creates excellent retention. If you find that the closing is taking a bit too much persuasive or defensive chatter, bounce back into phases one and two.
A trusted purchase is a loyal one. Honor your prospects’ wishes and always meet them where they’re at.
Were these 3 phases for signing up new customers in your business helpful? Let me know in the comments how you will implement them starting today!
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