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Sometimes a client can seem more trouble than they’re worth, but even those who make you wait can give you big rewards.
Founder of property buyer’s agency Pure Property Investment, Paul Glossop, spoke with RPM's sister publication My Business on the My Business Podcast about how he optimises his interactions with time-wasting clients.
The ideal client is someone who is ready to hire you, but according to Mr Glossop, these clients only make up 20 per cent of his customers.
When it comes to dealing with difficult clients, Mr Glossop said, “You’ve got to ask yourself the question and say, ‘How much do I want to persist with that person?’ and evaluate why the client isn’t ready to go ahead with your services”.
“It’s sort of categorising them into a process to make sure that you’re managing your time accordingly,” he said.
They could just be trying to mine you for information or there could be something holding them back.
However, Mr Glossop said keeping in contact with these clients will help you grow your database and make you more likely to be their choice when they do take action.
“We’ll touch base with them more regularly and we’ll have good notes accordingly and [when they] ... are ready to go, we make sure that they’re signed up and we work on them immediately,” he said.
If the customer is someone you’ve worked with in the past or you know they’re just dragging their feet for no reason, Mr Glossop suggests being a little more aggressive in your approach.
He said the error lies in treating everyone, who hasn’t made a choice the same, which is why it is important to learn more about your client and what is holding them back.
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