Why You Should Tell Clients What You Don't Want Them To Know

When it comes to acquiring new clients for your business, most advertising experts will emphasize the importance of upselling to generate the most revenue from every sale. It's true, upselling is an important practice for any business, but that's not the whole story.

I'm a digital marketer and I work with clients to generate and capitalize on leads all the time, as well as for my own business here at Write Digital. I want to make a case for why telling clients what you don't want them to know will benefit your business in the long run.

Honesty Over Upselling

We've all seen the ads on TV. So many brand slogans are built on claiming to be the most honest or trusted business in their industry and the reason is simple. Being highly trusted will take you far in the business world. It's not rocket science, but how you achieve that trust matters. It's not something you can just claim and leave at that. Prove it.

When first contacting a client, naturally, your first instinct is to sell them on your product. Convince them to buy as much of it as possible, right? Well, that would be amazing, but if you're in an industry where building long-term relationships matters, it's not so simple. The honest way to present yourself to a certain client may mean recommending your top-shelf package, or your most affordable option, but customers will recognize when you're trying to squeeze them for cash, and they'll appreciate when you're not.

Give Them The Truth, Not The Script

There may come a time when a customer is interested in your service but doesn't truly understand what they need or what will benefit them most, and this is the time to be 100% transparent. I've had client meetings where I had to say, "Look, I'll do this for you if you want, but I'm honestly not sure you need it. This doesn't benefit me, but it's the option that I think will prove most valuable to you."

These simple words build that elusive trust so well with new leads because you're showing that you're willing to lose a little profit to give them what they need. And while it may seem counterintuitive to lose profit, you won't really lose it in the long run, because that trust will carry over into building longer-term customers and driving referrals from happy clients.

If a client uses your service at the highest price package for a month but realizes what you knew from the start: that it wasn't the right fit for them, they won't come back for another month/purchase. But when you provide them exactly what they need? They'll never leave. They'll also refer your services to their friends because you left them with a really positive experience.

Integrity Sells

The bottom line is that integrity sells. This is such an easy way to communicate that you're trustworthy early in your relationship with clients. It's something you can do upon first meeting that will paint yourself in a positive light. Clients will get a good feeling about you, and your relationship starts off on the right foot.

You lose nothing if you gain their trust.

If you want to learn more, reach out via the contact form on our website and schedule a consultation with me or one of our digital marketers.