In last Sunday’s email, I told you I soon would be leaving my family’s cottage for the last time, because Jennifer, the kids, and I had decided to sell that wonderful place where we’ve spent so many wonderful times for the past ten years.
I’m at that cottage right now. As I was coming here, I thought about what we entrepreneurs do. The deeper we dive into what we’re passionate about, what we do, what we love to do, its overarching theme takes hold of us. It gets a grip on us.
That overarching theme is that we need clients. We need clients to buy our products or services. Without clients, our businesses won’t thrive or even survive.
We Solve the Problems Our Clients Have
We have something our clients need. Let’s not lose sight of that fact. Instead, let’s hold on to that thought and carry ourselves with belief and confidence. Let’s not beg our clients to buy from us. What should we do instead?
One of the things I want to share with you today is the idea of action commitments. An action commitment enables the client you’re spending time, effort, and resources on to become invested in the buying process.
Often after meeting a prospect, you, the entrepreneur, walk away with responsibility for all of the action items. But with action commitments, you tell your client, “This is what I’m going to do, and this is what you’re going to do.”
By making your prospective clients take responsibility for some actions, you’ll ensure that they’re just as engaged and invested in the process as you are.
This week, I challenge you to find a couple of action commitments you can assign to your prospective clients. Decide on those in advance, before you go into your client interactions, and don’t leave the prospects until they commit or don’t commit to them.
What if they don’t commit? That lack of commitment will show where they are in the buying process. And if they’re not committed yet, that’s totally fine, but at least you’ll know.
I put together a one-page PDF that gives you some ideas for action commitments you can assign to your clients. Grab it here. I assure you that if you put effort into assigning action commitments to your clients, they’ll become far more engaged in the process and far more likely to buy from you.