Golfing with potential clients can turn into one of the most effective ways of making sales if you know how to do it correctly. There is a fine line between letting your client have a fun and relaxing day on the greens and making them feel like they are being pressured to buy your products or services. Here are five tips to help you walk that fine line and turn your potential clients into actual clients while working on your short game.
Be assertive, but not aggressive. There is a time for aggressive sales techniques and there is a time to hold back and stop at being assertive. The golf course is one of the times when assertiveness, not aggressiveness, is a key component for making that big sale. An aggressive nature on the golf course can turn a relaxing and fun afternoon into a disaster that could cause your potential client to walk away frustrated and angry.
Feel the vibe. As an insurance salesperson, you have probably felt "vibes" from potential clients that let you know if that person is likely going to purchase your product or if they are not interested at all. If you have made it to the golf course with your potential client, there is a good chance that they are in the market to purchase some insurance or they are at least willing to hear about the products that you have to offer. If they keep trying to avoid the subject, however, it may be time to just concentrate on improving your swing.
Keep a positive attitude. Nothing is worse than listening to a negative salesperson. Would you want to spend your money and trust a person who only badmouths the competition? Don't fall into the negativity trap. You will be more successful in making sales during your golf game if you build your products and your company up rather than running down your competition.
Listen. It's as simple as that - listen. Many salespeople tend to think of what they are going to say next while their potential clients are talking without really listening to what they have to say. Your clients will tell you everything you need to know during the course of a golf game in order to sell your product to them, but you have to stay quiet long enough to find out what they have to say. It even helps to repeat what they say sometimes in your own words to make sure you understand them correctly.
Close the sale. The most important tip for making the sale on the golf course is to ask for it before you leave the links. You can't get the sale if you don't ask for it so make sure you close the deal sometime before leaving the course. Make a comment like, "So when should I get started on that paperwork for you?" or "Should I send the contract to you by fax or email?" Making confirming statements like this will help you increase your chances of leaving the 18th hole with a new client.
These are just a few of the things you can do to increase your chances of turning potential clients into actual clients during an afternoon on the golf course. Utilize these techniques and make your next golf outing with potential clients a successful sales venture.
By Daniel Hagy
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