Effective check-ins not only keep the sales process on track but also build trust and rapport with your prospects. A check-in is simply a question that gauges their readiness to move forward and encourages any questions they might have.
Done properly, it should come across as you being attentive, responsive, and genuinely interested in their thought process at that point in time. It helps prevent misunderstandings, uncovers potential objections, and ensures that both parties are aligned.
The following are instances where it makes sense to check in along with some effective phrases to consider. Language and style are very personal. Some of you may be more formal, more direct, or more folksy. That’s all okay, so long as it sounds like you. Let this list serve as some inspiration for being more collaborative in your prospect meetings:
Situation: You’ve just shared your meeting agenda and want to ensure that your plan aligns with their needs.
Phrase: “Are we on the right track here?” or “What else should we cover?“
Situation: You’d like to summarize their financial situation and what led them to consider a change in financial advisors. After your summary, you could say…
Phrase: “Did I capture that accurately?” or “Are there any other factors we should be aware of?”
Situation: You’ve introduced some solutions and want to gauge their initial reactions.
Phrase: “How do you feel about what we’ve discussed so far?” or “At first blush, does this all make sense?“
Situation: They asked you a tough question and you’ve given a response, but you want to make sure it hits the mark.
Phrase: “Did that answer your question sufficiently?” or “Does that prompt any other questions?”
Situation: You’re ready to move forward in working together.
Phrase: “How do you feel about moving forward with us at this point?” or “Are we clear to start the paperwork?”
While we advocate for check-ins, it’s important not to overdo it. Excessive check-ins can make you appear insecure. Here’s how to strike the right balance:
- Be Purposeful: Each check-in should have a clear objective and add value.
- Show Confidence: Trust in your expertise and the value you bring to the table.
- Vary it Up: If you use the same line every time, it can feel less than sincere.
Mastering the art of checking in throughout the sales process is essential for ensuring that both you and your prospects are on the same page. By using thoughtful phrases and maintaining regular back and forth, you can navigate the sales process more effectively, ultimately leading to higher conversion rates and stronger client relationships.