I am sure many of you remember that was the line used by Columbo (played by Peter Falk) right before he cornered the bad guy. That would eventually lead to the successful arrest of the criminal. Well, it also has a lot of relevance to our business. Yep, and in a couple of ways. Let's examine…
Right before you leave the prospects'/client's office or home you would want to use this line. And, it would be for a couple of different reasons. First, if the prospect has stated that he/she is not going to buy, accept his decision but turn and say..."just one more thing". Then you give one more benefit to your proposal and keep the dialogue going.
There is another reason we should all be using the "Just one more thing" line. That is when we ask for referred leads. After you have thanked the client for the business, congratulated them on the wise decision, it is now time to get the leads. So, on your way out the door, "Just one more thing Mr./Ms. client, who do you know that would appreciate the work I have done for you? Would you mind making an introduction?" This should also be done after conducting a periodic client review.
I hope these simple tips help you. I do thank you for taking the time to read this commentary. "Just one more thing," Mr./Ms. Advisor, if you aren't doing business with The Ohlson Group, can you tell me what I would have to do to earn your business? Give us a call at 1-877-844-0900 so we can chat about this.
Thanks for your time and until next time... good selling!
Right before you leave the prospects'/client's office or home you would want to use this line. And, it would be for a couple of different reasons. First, if the prospect has stated that he/she is not going to buy, accept his decision but turn and say..."just one more thing". Then you give one more benefit to your proposal and keep the dialogue going.
There is another reason we should all be using the "Just one more thing" line. That is when we ask for referred leads. After you have thanked the client for the business, congratulated them on the wise decision, it is now time to get the leads. So, on your way out the door, "Just one more thing Mr./Ms. client, who do you know that would appreciate the work I have done for you? Would you mind making an introduction?" This should also be done after conducting a periodic client review.
I hope these simple tips help you. I do thank you for taking the time to read this commentary. "Just one more thing," Mr./Ms. Advisor, if you aren't doing business with The Ohlson Group, can you tell me what I would have to do to earn your business? Give us a call at 1-877-844-0900 so we can chat about this.
Thanks for your time and until next time... good selling!
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