As you guide your credit repair leads and prospects through your sales process, it’s important to know how to close sales. Knowing your customer is a necessary prerequisite, but there are several other things you can do to increase the chances of sealing the deal. Here are six important steps to selling credit repair prospects:
Step 1: Ask Questions
A strong rapport is a precursor to selling credit repair. And, asking the right questions before you even introduce your services is critical for establishing rapport. You want to learn as much as possible about what the prospect is looking for and identify their most important needs.
- Do they want to fix damaged credit?
- Do they know which items on their credit report are hurting them?
- Are they planning ahead or currently in the process of obtaining a loan or qualifying for a mortgage?
- Do they just need some advice to get through a rough patch?
- Are they looking for ongoing services to help keep their credit in check?
The answers to these questions will give you a chance to deliver solutions that will be valuable solutions for them.
Step 2: Understand Objections
Even though a prospect may be very interested in credit repair services, they may still hesitate to sign up right away or move forward. Selling credit repair means requires you to be prepared for objections. Objections might include things like, not knowing whether they will get results from your services or not knowing whether you have the specialized experience to help their unique situation.
Be prepared to share details (or client testimonials) that support your claims to fix bad credit and explain how you will serve as their guide or coach to walk them through the process.
Step 3: Stay Focused on the Goal
Be clear about what you want to achieve with your prospect before you engage them. Consider what you already know about them and what services you can provide that will help them immediately. Reiterate the options they have and explain how you are going to help them so they sense a level of trust. Remember: Many prospects with bad credit are desperate for help so you need to find a way to communicate you are the one that can help them.
Focus on the positive end result — a better credit score and more control over their finances — to keep your prospect interested.
Step 4: Sell Them on Value
You have many opportunities at your disposal to sell more than just basic credit repair services where you pull a credit report and provide suggestions to fix the prospect’s credit score. Explain that you will provide bonuses such as free reports, phone coaching, or one-on-one coaching sessions as part of the package.
Differentiate yourself from other credit repair service providers by offering valuable add-ons and bonuses to add a personalized touch.
Step 5: Over-Deliver
Avoid the temptation to over-promise early so that you don’t end up under-delivering — and disappointing — the prospect when it’s time for them to sign up for services or upgrade to a better package. You want to be able to ‘wow’ your prospects at every opportunity so make sure you’re getting them excited about something and then surprise them by over-delivering.
Whether this happens in the form of bonus reports, free coaching sessions, or other freebies, the goal is to give well beyond what the prospect is expecting to build rapport.
Step 6: Follow Up
If you’re not following up with a prospect in a timely manner, you could lose their interest and miss the chance to sell credit repair. Consider that someone who is interested in credit repair services has a certain level of urgent need — they are looking for a way to fix a damaged credit report as soon as possible. If you aren’t catering to this need by following up shortly after their inquiry or after having an initial discussion with the prospect, you could be putting yourself at risk for losing the sale entirely as they search elsewhere for help.
Mark follow up dates on your calendar or use a credit repair software program like CreditRepairCloud.com to organize and manage your prospects so you don’t miss opportunities to follow up.
When you’re selling credit repair or looking for ways to increase sales and provide great credit repair services, it’s a good idea to focus on the sales process itself. Breaking down interactions with your prospect step by step and creating a systematized method of communication can help you deliver unforgettable service — and close more sales as you go.
Learn more about succeeding with your credit repair business with our guide, Credit Repair is Profitable! Recipe for a Scalable Credit Repair Business or in this informative webinar: