A lot of people often make a decision to do something and then question whether they did the right thing. It’s traditionally called “buyer’s remorse”. Your new clients may feel like this which can be very unsettling. You want to anticipate this and reassure them that of course they have made the right choice for their future.
So how can you help new clients through this scary period between when they sign up, making the commitment and before they start working with you?
That’s the purpose your welcome letter serves. These important elements will reassure new clients that they have made the right decision and help them get excited about their new future.
- Congratulate them on making a great decision for their future.
- Give them instructions on the next steps to take – fill out the documents, read other materials, etc. Knowing what to do is very comforting.
- Provide a clear description of what it’s going to be like working with you and what they signed up for so they know exactly what to expect. Don’t leave anything up to a client’s active imagination that might allow them to think the worst.
The key to creating a “problem-free zone” for your new clients is to communicate exactly what they are getting and can expect to encounter. Spell everything out in detail so they know who makes the call, scheduling sessions, payment etc. Not leaving any steps out will give your new clients a sense of comfort.
You can even throw in a piece about giving you referrals and providing a testimonial so they know about this in advance and will expect this to come up during your work together.
This may surprise you, but most people like to follow the rules. When people know how things work, they stop worrying and start to relax.
Your Client Attraction Assignment
What will you tell new clients about working with you to help them feel comfortable after signing up? What steps and information will create a problem-free-zone for them? If you haven’t already made up your welcome packet, get started this week so your new clients know exactly what to expect.