The Three C's of Service-Based Selling: Connect, Consult, and Close

In order to be successful in service-based selling, you need to connect with your customers, consult with them to understand their needs, and close the sale. This process can be divided into three steps: Connect, Consult, and Close. In this blog post, we will discuss each of these steps in detail and provide tips on how you can implement them in your own business.

Connect: This is the first step of service-based selling. Building customer rapport is all about creating  a relationship with your client. It is important for them to trust you and know that their needs are being heard by someone who cares about what they want.

Once you have established this connection, it's important to stay in touch by sending regular emails or newsletters as well as offering incentives for referrals from existing clients/customers (such as coupons or discounts).

Keep in mind that most people do not get married on the first date. Sales is similar to dating in that you are building a relationship with someone and it takes time for them to feel comfortable enough to purchase from you.

Consult: This is the second step of service-based selling. A good consultant takes the time to listen carefully, analyze their clients' needs thoroughly, and then make recommendations based on those needs.

Once you've established rapport through communication channels like email newsletters or social media posts, then schedule a one-on-one consultation with each customer where they share details about themselves - including who they are, what their needs might be and how much time or money available for us to do work on their home.

Provide a complimentary estimate before any work begins so that customers know exactly what's included in the price as well as how much time it will take our team members (not theirs)  to complete each task specified by them upfront at this point too!

As you can see, consulting with your customers is a great way for them to get more information about what they're looking for before making their final decision. This also allows you as the consultant an opportunity share any additional details you may have regarding each service - such as budget, pricing options, product availability, timelines, etc.! It's important that both parties feel comfortable in this negotiation and sales process so that everyone leaves feeling satisfied at the end of it all!

Close: This is the last step of service-based selling. Once you've established rapport with customers, consulted with them to ensure they understand the work that needs to be done and what it will cost, it's time to close the sale. This can be done in a variety of ways including asking for referrals, providing incentives for signing up for a subscription plan or setting up automatic payments so customers don't have to worry about forgetting to pay you each month.

One of the best techniques for qualify a client prior to closing a sale is to ask (1) your customer what their budget is; and (2) what happens if the issue remains unresolved. Meaning, how will the problem affect them emotionally, mentally, physically, financially, career wise, etc.

Remember that not every customer is going to buy from you on their first visit. Just like any other relationship, some people take longer than others before they're ready to commit. Continue providing great service and stay in touch even after the sale is complete so they know you're available if they need anything in the future!

After closing, make sure that your customer is happy with their purchase by providing them with excellent after-sales service as well if possible (e.g., answering any questions they have about what was discussed during consultation phase).

By following these three simple steps, you'll be well on your way to becoming a successful service-based seller! Which stage of the selling process excites you the most? the least? How can we support you?