You’re clear on your mission.
You have a mindset for effective action.
You have a clear message.
You’re using the right methods and marketing to get the word out.
Now it’s time to turn those conversations (offline or on) into paying clients.
During the conversation, you want to listen attentively. It’s not the time to daydream, stare at others across the way or surf the internet while listening.
Treat this as you would treat a paying customer. Take notes, ask questions and drill down into areas that are your expertise.
For example, if you’re a health consultant and the person is speaking about how tired they are, it may be an opportunity to address what foods negatively affect energy levels.
And listen sincerely. As Steven Covey advised in his book; “The 7 Habits of Highly Effective People”, navigate through curiosity. Be genuinely interested in the other person.
One of the most important things to understand is if they are sole decision-maker or if they need to consult with a spouse or business partner before making a decision. The sooner you can find this out, the better.
If you’ve done a good job repeating back to the prospect what you heard, their challenges and where they’d like to go, you can now explain a little more about how you work.
How You Work
This your opportunity to make it very clear for your prospect to understand what it would look like. DO NOT give them a laundry list of all the options. Pick the option you feel would be the best fit and invite them to work with you.
For instance, if you’re speaking to someone and you feel they are perfect fit for one-on-one coaching, offer that, and only that. Don’t’ tell them about this product, that book and this group program, focus on the main offer.
Describe in detail what it looks like
How many sessions per month? How long are they? What if I need more time? Less time? Is there a contract? Phone or Skype? Email support?
Explain the process in simple terms; “Once we agree to work together, I’ll send you a ‘Getting Started’ document with a few simple questions to fill out before our first call. That will guide our first call and allow us to create a 90-day action plan. All you have to do for the first call is respond to those questions…and if you don’t, that’s okay too.”
Keep it simple. I’ve seen too many professionals send out 10, 15 or even 22 pages of intake forms. These included things like family history, goals from previous years, assessments and numerous information collection devices.
They’re paying you. Make it easy for them to say yes. And if you want that information, incorporate those questions during your first few calls and fill them out along the way.
The last thing you want them to do is be scared away from too much change and information overload.
It's not for everyone.
If you haven't learned this already, you will. You don't want to work with everyone. Some people are just a pain in the butt to work with.
I understand the pain of this, but you have to say "No" to some prospects. Some are real headache and will take all your time, frustrate you, and then speak poorly about you to others.
And sometimes you make a mistake and start working with someone who turns into high maintenance. It's not worth it. It's okay to fire them.
If you have any doubt about your desire to continue working with a client, just release them. They're probably a better fit with someone else.
Do you have a challenge when it comes to sales and marketing? Click here and let's talk about it. I've helped thousands of people change their relationship with them.