Okay, so it’s almost the holiday season – and “yes”, I’ve started early this year – but I wanted to give you this quick and extremely powerful tip to help you with the question, how to sign more clients & business more easily in the New Year, and really make 2014 a MEGA SUCCESS for you and your business.
The scene: you’re chatting at a networking event, get a phone call or the “you’ve got mail” pings on your computer – someone is interested in your service.
Of course, they have loads of questions: how much, where, how it works, product features, logistics, support (you get the idea). What’s happening is that the person NEEDS to know certain information first BEFORE they can make a decision to work with you.
Thing is, most buying decisions are based on emotion…not hard facts (even though I know we’d all like to think otherwise).
This is where most coaches, consultants, and helping professionals go wrong; they inadvertently step into justification mode.
Whilst even though you might feel you explained things pretty well, what you get back are more and more questions, until finally you lose the protective client down the rabbit hole – and you always know when that’s happened because they start to say things like, “that’s so interesting/ sounds perfect/ is just what I need, BUT…”
At that point you’ve lost them with too much detail.
So, what happened?
In a nutshell, you let them lead the conversation.
Remember, you’re the expert here and they want to know how the service you offer can help them. YOU HAVE THE POWER!!
How To Sign More Clients More Easily
- Establish rapport. Make sure that you establish, and keep rapport. Once you have that, even though the prospect might want to lead and ask you questions, with rapport you can be the one that asks the questions and then lead them where you want them to go.
- Book a conversation. Tell your prospective client that the best way for them to get a sense of what your offer and for you to fully understand their situation is in a dedicated – and free – 1-2-1 conversation. Tell them that this will be between 60-90 minutes, and whether at the end of it you both decide to work together or not, the time they spend with you discussing what they want to achieve will have been time well spent.
Once in the conversation there is of course a process for you to go through, for the prospective client to be able to experience the power and benefit working with you offers, and also for you to be able to present your service in the best possible way, but I’ll leave that for next time.
Right, now you know the first couple of steps of how to sign more clients more easily…so go have some conversations!!