Close the deal

In the first step, it was about being found. In the second, about being contacted. In the third, about how you take care of the customer. Here’s what you should keep in mind:

Fast response

If you’re a small business, you can’t afford to wait two days — the customer will move on to your competitors. It’s different for larger companies, as customers generally expect a response within a reasonable time, usually within a day.

Price awareness and communication

The customer needs to understand why your price is lower or higher than your competitors’. Either option will make the customer pause and think:

“I wonder if the quality is worse because the price is lower than others,” or, if you’re more expensive, you should clearly show or explain what the customer gets extra with you. Highlight certifications, years of experience, customer cases, guarantees, equipment, reliability, or whatever sets you apart.

Example:
A drainage company that charges a higher price should explain why. Perhaps they can work faster and more safely thanks to new, modern machinery. At the same time, customers don’t want prices that are too low either — that can create concern about being misled or receiving poor-quality work. In reality, it may simply be that you’re a one-person business, which means the work takes longer and therefore costs less — not because the final result is worse.

Back to part 1: Reach the customer