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Many self employed or those with a commission component in their salary are – perhaps unconsciously – chasing clients away. Are you one? You’ll know when you’ve read this article.
Some discourage clients by describing the benefits of working together in ways that make it sound like any benefits gained might be accidental! It’s true that results might vary from client to client, but don’t make the fact that you can’t guarantee the best results for every client the focus of your presentation.
Describe the best possible result, and then do your best to deliver. Let them know from the start that the client has responsibilities as well, and the better they perform them the better their results will be. You are an expert at what you do, and that means the bulk of the variation is in the client’s hands.
A lot of clients want to find out the price before discussing more than the briefest of details. When asked at this early point many coaches and sales people mumble and often deflect the conversation away from talking about money. The fact is: your client just asked you a question, and they must get a good answer or the game may well be over.
If you already know enough to give them a good quote then do so, with confident tone and posture. If you don’t yet know which of your services is most applicable then just say so: “I’d like to be able to tell you right now what the price would be, but I’m not yet sure which of our services would best suit you. May I ask for some details that will help us both find the right solution?”
You then perform your normal fact-finding to determine what they need, and then confirm the value of the solution, and then give them your quote.
Do you give others the opportunity to tell you about what they need? Meeting people at networking events, for example, is often mishandled. Unless the client leads the conversation this is not where you sell. It is where you establish a good connection, and permission to make contact from time to time.
You then make contact within 24 hours. Thank them for their time, and reinforce how interested you were in what they said and did, and in their business. Then ask them if they understood your services, and what you have to offer, and if they say “No” then offer to meet them to more fully explain. If they say “Yes” then offer to meet them to discuss how you may be able to help people they know.
Talking about helping others is less confronting than asking for a sales meeting, and the important thing is to make contact and arrange another one-on-one conversation. This is the time when you really start building your reputation, and good reputations lead to great sales.
Have you recognised any of your habits here? Or perhaps some of your employees? Well, now is your chance to change that, starting right now. (And we’d appreciate some feedback about what you changed and the effect that had)
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