Steal This H&M Tactic to Close More Clients
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The process that your clients go through when deciding to work with you is the same as my process when deciding to purchase from H&M. They’ve got a really great tactic I think you should steal!
Step 1
H&M: Shopping the sales floor
You: Lead gen, discovery and presentation steps
Just like your customers, I will have decided what I like and might buy in this first step. Anything I wasn’t interested in by now, I probably won’t ever be interested in.
Step 2
H&M: Dressing room
You: Scoping and Pricing call
Just like your customers, this step is where I either decide to buy or abandon the items and leave (ghost). If I walk out of the dressing room with nothing in hand, the chances of me walking out of the store without making a purchase are high.
Step 3
H&M: “Let me get you a different size or color?”
You: “Let me adjust the scope”
Just like your customers, if I don’t LOVE the offer, I’m more likely to say “nah” than say “how can I make this work?”. So, H&M puts a sign right in front of my face that says “can we get you a different size/color?”. This is H&M asking “how can we make this work?”.
You can mimic this tactic in your work by presenting pricing live on calls. By hosting a pricing call, you give yourself the opportunity to hear your clients’ reactions, respond to objections, and make any scope tweaks needed, essentially giving yourself the chance to ask, “How can we make this work?”
