We know you understand how to craft an informative and enticing customer message, because you’re just that good. But if you’re still not hearing back from potential clients as often as you’d like, we have some ideas about how to encourage a response and land the job.
Ask an intriguing question
The easiest way to prompt a response is to ask a creative question. Get people thinking about how they’ll feel when their project is complete. If you’re a massage therapist, it’s far more empowering to ask, “How do you want to feel when you leave my office?” than “Does Tuesday at 4:00 work?” If you’re an interior designer you could ask, “What do you want your home to say about you?”
Offer a free consult
Offer to chat with the customer for 15 or 30 minutes for free. Let them know you’re available to answer questions, offer immediate help or advice and that you’d love to help eliminate any overwhelm they might feel. Even if you don’t land the job this time, you may hear back later.
Show your value
If you spend a few minutes composing a sentence or two about how and why your services will make a huge difference in their lives, you can turn fishers into buyers. Maybe mention the time they’ll save by employing you as their weekly housecleaner. Or mention a customer whose business jumped twenty percent after you redesigned their website.
Don’t praise for praise’s sake, but if something genuinely catches your eye about their message, mention it. Say something like, “I’m so impressed you want to hire a housecleaner so you can spend more time with your kids. I’d love to help.”
We all want to feel heard and understood. Read the customer’s message fully and reflect their needs back in your message. You probably empathize with whatever problem brought them to you in the first place – if they feel that, they’ll want to hire you.
This kind of advice always sounds daunting – “‘Be myself’? What does that even mean?” – but this is the easiest one of all. Think about how you behave with your closest friends. You can be that way with customers too and they’ll love you for it. Write the way you talk – casually, informally. Write as if you’re addressing a friend, or at least someone you already know. It’s an easy way to add warmth that really resonates with people.
Keep it short
You know what happens when you get a long email – you click away, thinking you’ll get to it later. But for most of us, later never comes. It’s great to prepare a few boilerplate statements about your value and your services, but be sure to tailor it to the customer and delete anything unnecessary.
If you have options available, in service and pricing, talk about them. Sometimes a customer doesn’t know what they’re looking for until you guide them.
Let them off the hook
It may feel counter-intuitive, but it’s often a great idea to let a prospect know that it’s okay for them to turn you down. Say something like, “If you’ve chosen to go with another pro, no worries. Just let me know so I don’t become a follow-up pest.” This frees them up to click “no” if they’re going in another direction – and sometimes it encourages them to respond.