Thinking Outside the Box: Stay On Your Client’s Mind!

Posted by David Chism | Thu, Oct 24, 2019

 Thinking Outside the Box: Stay On Your Client’s Mind!

After you wrap up a den­tal appoint­ment, what hap­pens? Do they ship you out the door and say, Hope to see you again someday!”? 

Nope. They sched­ule your next appoint­ment faster than you can rinse and spit.

Why? Well, they know how it works, and that if you don’t nail down an appoint­ment right then and there, they won’t see you again for a long, long time… We’re all good at procrastination.

Why not use the same tac­tic as a paint­ing com­pa­ny? Or a roofer? Paint­ing may be more fun than den­tal work, but sim­i­lar­i­ties still exist between the sce­nar­ios. Before you close out that job, sched­ule the next appointment. 

This is where you need to get a lit­tle creative…

How Can You Get Back in the Door?

Here are a few tips:

#1: Know Your Numbers

With the help of a busi­ness coach, deter­mine what kind of spe­cial incen­tive or fol­low-up offer you can pro­vide. Some­thing to sched­ule on the spot that gets you back in front of the client, and keeps YOUR name on their calendar.

#2: Present the Incentive

If you fin­ished an exte­ri­or paint job, maybe offer a free house wash the fol­low­ing spring. Extends the life of your paint, refresh­es curb appeal after win­ter, etc. Who would say no to that?

Fin­ish­ing an inte­ri­or paint job? Let them know that in a year you’ll come back and pro­vide x num­ber of hours of free touch-ups. Life gets busy, sur­faces get bumped, and you’d love to help keep their new look fresh.

Are you in a dif­fer­ent ser­vice indus­try, like maybe roof­ing? Offer a free inspec­tion or gut­ter cleaning!

You get the idea. It’s a ben­e­fit to them that keeps you top of mind, while also cre­at­ing a per­fect in-road for build­ing a long-term ser­vice relationship.

#3: Pur­sue AWOs Dur­ing Your Follow-Up

Addi­tion­al work orders will nat­u­ral­ly fol­low, lead­ing to more work down the road. It doesn’t need to be a hard sell, either — just make them aware of addi­tion­al ser­vices you offer. Many home­own­ers will nev­er explore ALL the ser­vices you offer, so you need to cre­ative­ly plant the idea, then plug those details right into your CRM

Don’t wait for the client to make the next move!

#4: Always Have a Next Step

Uti­lize your CRM and cal­en­dar to make sure your next appoint­ment is always booked. With the tools avail­able today, it’s eas­i­er than ever. Your client can choose their appoint­ment slot right on the spot, then receive a con­fir­ma­tion email. Super easy for everyone!

If you need a CRM, be sure to check out this arti­cle! We most often rec­om­mend Zen­desk Sell and Pipeline Deals (to help get your search off to a strong start). 

Build Trust, Build a Rela­tion­ship, and Sell More Services

It’s just a mat­ter of con­sis­ten­cy! And once that ball starts rolling, you’ll be the first and only name that comes to mind every time they need the ser­vices you offer. 

About David Chism

David Chism started his business out of a passion for helping small contracting businesses grow, be more profitable and become better known to their target clients. One lifelong hobby of David is using techie gadgets. So this blog is a place where he writes about technology, marketing ideas, just for fun (humor), personal thoughts on small business and more.


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