"Actions speak louder than words, but not nearly as often.” - Mark Twain
There are dozens of reasons agents fail to reach their business goals, but I believe one in particular is overlooked too often. Sometimes it’s just a simple disconnect between what the agent says and what he or she actually does. If you want to convince clients and prospects to listen to you, it’s imperative you keep your promises, no matter how small. The compounding effect of keeping your promises over time builds trust, shapes character, and forms your reputation. In this business, people are looking for that more than anything else.
While you’re talking product and watching for buying signals, they’re looking for predictors of how you will support them after the sale.
When you commit to an appointment, but don’t show up on time or reschedule… You’re telling people you don’t follow through on your promises.
When you talk about being trustworthy, but dodge the truth at the first sign of conflict… You’re proving your word means nothing.
When you tell someone their business is important to you, but you don’t follow up on quotes or presentations… You’re saying you really don’t care.
Your actions speak louder than your words.
Here’s another news flash: What YOU think is irrelevant. The only thing that matters is what your prospect thinks. You can be right and still be out of business. Commit to always taking action that demonstrates you care. Treat clients and prospects with honesty and true concern. Respect their time. Get to know them on a personal level. Learn about their dreams and their fears.
Get back to people in a timely manner. Keep your appointments. Follow up. Do the little things that demonstrate you’ll be there for support long after the sale. When your actions are aligned to your words, your clients see you as real, caring, and authentic. Combine that emotional connection with the trust that comes from proven competency in your field, and your clients will reward you with their business (and referrals) for a very long time.
Written by: Paul M Mallett SVP/COO Postema Marketing Group, LLC
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