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I’ve been in talks with two different specialty dentists as I consider an invasive and pricey procedure.
They each have an office liaison who acts as my primary contact on treatment plan questions, pricing and scheduling.
I told both people that I wasn’t in a hurry and wanted to consider my options carefully, but that they should feel free to ping me anytime.
But here’s what’s interesting: one gave me all the information on our first contact and hasn’t been heard from so far (two months and counting).
The other has called and emailed me a few times, checking in to see what questions I might have.
Far from annoying me—which it would if it was all about pushing me toward a decision I’m not yet ready to make—I appreciated the contact.
It gave me a chance to ask some questions I hadn’t thought of during the initial consult.
It made me feel like they actually cared about me as a patient (client).
And it gave us another opportunity to bond—since they happily answered my questions and we both learned more in the process.
So which practice am I planning to choose when I’m ready?
Exactly.
The thing is, our prospects may be in exactly the same spot when they are deciding what to do next.
You might not have conventional competition—like these two dentists—but the barrier might be so much bigger.
Like fear.
Your clients might have to jump off a cliff of sorts to hire you—and they may need some hand holding until they’re ready.
That’s where “selling” comes in—the consultative kind that is all about helping your people get what they want.
And selling when long lead times are the norm means keeping your relationships in motion.
So when they are ready to leap, they’re certain you’re the one for them.
Related: When A Whale Client Is Actually A Good Idea To Grow Your Business