"I don't know . . . let me think about it."
These eight words are the ones I have never enjoyed hearing at the end of a meeting with a prospective client. Because in my gut I know that it is either a polite "no" or it's a sign that they are wrought with procrastination.
"Sure, take your time," I say. They pocket my business card and go on about their merry way. And guess what I am doing? Sitting there feeling deflated and a bit annoyed because I know that there is a strong possibility that I may not hear from them again.
Somewhere in the privacy of that prospective client's mind, they may convince themselves not to work with you, so you have to learn to focus on more than just their words. You absolutely have to focus on the meaning behind the words.
You see, when a bride says, "I don't know . . . let me think about it" what they really mean is "I have a concern that I haven't voiced" or "you haven't addressed my concerns to my satisfaction." You can deal with this by digging a little deeper. When they say "I don't know . . . let me think about it" instead of saying "sure," try saying, "It sounds like you have a concern that I haven't yet addressed. May I ask what that is?" This question invites them to "think about it" in your presence, work through their reservations, and gain whatever information they don't have yet so they can make a clear decision.
So, the next time you're meeting with a prosepective client and listing all of the reasons why they should work with you, give them an opportunity to list the reasons why they shouldn't. That way, you can put their fears to rest and help them think through their considerations with the benefit of your input.
Speaking of thinking about things, we also want you to know we are here for you. Perhaps you really want to attend Backstage Bridal Pro Academy, but you are having reservations as well. Lisa and I are here to answer your questions, address your concerns and be sure you are able to make the most informed decision about attending Backstage Bridal Pro Academy. Contact us at seeyou@bbproacademy today!
And can I just say, we love love love comments! Seriously, we do! So, please take a moment to do so . . . unless of course you need to think about it.