5 Reasons Your Clients Don’t Do What They Are Supposed To Do

Have you ever noticed that people don’t always do what you expect them to do?

Whether its your prospects not following through to sign the contract, or current clients not ordering in a timely manner, there are a variety of things you can do to fix the situation.

1. She misunderstands what the next step is

What makes sense to you might not make sense to your clients. You assume she knows what the next step, yet in her mind it may be anything but clear. Sit down and write down your sales process, with steps for each thing you expect her to do. Then make sure you explain things along the way. Friendly phone calls, or even a postcard in the mail is a great way to remind her of what step is next in line.

2. She is in a hurry

Your client has a lot on her mind. She’s thinking about dozens of things every day. And because she may not realize the next thing she has to do, its up to you to walk her through the steps. Lay out expectations, and add dates when appropriate. For instance when we met with potential wedding clients, we didn’t push sales. If they needed time, we always gave them time to think things over – and gave them a specific date we would hold their date without booking, which was usually around 48 hours. If we didn’t hear within that time frame, we would place a phone call just to check in and remind them their date will be open to other potential customers. Friendly reminders can lead to more business. [Read more…]

What To Do When You Don’t Know What To Do Next

Have you ever been completely overloaded and overwhelmed, so much so that you don’t know what to do next?

Even today, I have that happen all the time.

I fill up my goal lists with dozens of great ideas. I start several different projects, plus have my clients’ files scattered across my desk.

I end up with so much to do, its easy to get overwhelmed, and simply walk away, doing nothing.

Yet “nothing” isn’t going to get you closer to your goal. And “nothing” won’t help you move forward towards the life you’ve dreamed about.

Early in my career I had a mentor that I spoke with often, especially when I ran into problems with moving forward. At one point she said something that was so simple, yet so profound.

“You’re over thinking it. Just take the next logical step forward, and the rest will fall into place.”

That simple statement has helped me out many, many times since. I have used it again and again whenever I have felt overwhelmed, and not sure what to do next.

Here are the three steps I take: [Read more…]