Pace: Present

What To Do To Give Referrals: Pace: Present

Body language is a characteristic we can see. Show us, with body language, what your most profitable client looked like when they first came to you. Show us what we will notice when one of our clients is ready for you.
Terisha Tatter

Response from Terisha Tatter

When Laura first came to see me she walked in very stiff and rigid.....like she was protecting herself from moving too much. Many of my clients are in fact afraid of moving-because they are afraid it will hurt. Though my online group, one on one or previously recorded pain relief workshops-clients get just THAT...relief from their pain and the confidence to move again without fear of pain! (and the tools to give themselves pain relief!) It wasn't the fact that Laura had to scoot to the edge of a chair in order to stand up.....nor the fact that she turned her BODY not her HEAD, to look at you (or shifted in her seat to see you better) it was the fact that she was going to start picking up her grandson from day care that fall- and couldn't ( was also afraid to )turn her head to see the oncoming traffic in either direction! Dangerous! She shared her concern with a friend....who referred her to me.....and she safely transported her grandson home from then on.
Chrystal Clifton

Response from Chrystal Clifton

from the North Gwinnett Team

My customers come from all over the state of GA and surrounding states. It's not always convenient for the insured to drive to my office, so 99% of my transactions are done completely over the phone. I don't have the luxury of seeing someone's arms crossed or if they are staring off into space. I can, however, hear their tone of voice loud and clear. My most profitable client was calm but inquisitive. He had a slight aloofness as we started to discuss his situation but softened as I asked more questions. He was prepared with questions and open to suggestions. His focus was to find the coverages he needed for a new home he was purchasing. This client could be recognized because he has rushed out of the office every day, for the past 3 weeks, to go home and pack boxes. He is not closing for another three weeks but has already invited you over for drinks because he can't wait to show off his new basement.

Amanda Hamilton

Response from Amanda Hamilton

from the Buckhead Team

Body language in my business usually looks like a pensive look! People generally are confused on what they need to decorate their space and have their hands on their chin or in their pockets. They are not quite sure what they want even though they may have an idea. That's why it's important that I provide them with examples and guidance. Art is so fluid and boundless. Without clarity it can be overwhelming to make a decision. When rick is pacing around outside his restaurant with his hands on top of his head, send him my way so that I can give him some direction on an eye catching design that will still look classy!

Eleanor Thompson

Response from Eleanor Thompson

from the North Gwinnett Team

When Julie emailed me to ask about our services and to get a quote, I could tell from her words that she was a matter-of-fact, no nonsense, get-to-the-point type of person. There was no small talk, and so when I responded promptly, I used the same language. I didn't want to give the impression of wasting her time. I am sure that, over time, I'll get to know her personally, but for the first contact, I followed her lead. When Mark, a current client, emailed later that day, it was a different situation. He asked how I was doing, and even asked about my family. And so, of course, I responded in kind, with similar tone and questions, before getting to the point of his email, which was to place a reorder of a previous job. Your client Harry is ready to talk to me when he has a furrowed brow because he just realized how many print cartridges it was going to take to print his flyers.

Carmela Arreguin

Response from Carmela Arreguin

from the North Gwinnett Team

In my industry (Banking), I don't always meet with clients face to face until we are getting ready to sign documents. I accommodate my clients based on what is more convenient for them. If they have a need and it's something that can be taken care of over the telephone or via email, I will handle it. However, I will share a recent client interaction that I had face to face. Amanda and her husband came in to see me last Friday. When she reached out to me over the telephone the previous day she was looking for the first available appointment. She shared that it is difficult for both her and her husband to have time off at the same time so she was hoping I could fit them in. When they arrived, they were each holding a folder full of documents that included all their financials. Amanda had her documents well organized. While she sat in my office, she leaned towards my desk in order to be able to hear me clearly. She had a notebook where she took notes from our conversation. She spoke fast and had many questions. Her husband was more relaxed and allowed Amanda to do the talking. They were seeking a loan to consolidate high interest debt and also finish up a basement. After our meeting and receiving the information that I shared about our home equity line and the process to set up they were both more relaxed. By the end of our meeting they were both sitting comfortably back in their chair. I was able to take the application and get the approval quick waiting on appraisal and title work to finalize their request.
James Davidson

Response from James Davidson

from the North Gwinnett Team

In my industry (service industry; carpet & air duct cleaning) we learn to avoid trying to close a sale while the client's arms are crossed. On the positive side of body language however, my ideal client was engaged (eye contact), open to my suggestions while I was speaking (arms un-crossed, either smiling or neutral but never frowning), and thoughtful (breaking eye contact only when considering my proposal, hand on chin and nodding). While these indicators may not always be overt or even occur while I am speaking with someone (which means I may need to put in more effort), they do help me know when to stop talking and just ask for the sale. Body language is a huge part of human communication which is why I always find it easier to make connections with clients and gate-openers when in-person.

Ted Brown

Response from Ted Brown

When selling face-to-face, body language is the most important factor when determining how to guide a sale. It tells you whether to keep selling or to walk away. I spoke with Mike on yesterday. When we met, he smiled and wanted to shake hands. Though we couldn't, it spoke a lot about where he was expecting the conversation to go. He asked a lot of questions, he looked directly at me and he showed me around. I made sure that I gave him the same attention and another good thing to remember is to not have your hands in your pockets. When engaged with a client, I do not look down, look away or fold my arms. I respond accordingly and I always set an agenda in the beginning and leave with my next steps for follow up. I was able to close him on the same day that we spoke and we are moving forward on his project.