Imagine you've worked hard to market your services; you've
attracted a prospective client, set up a "sales
conversation" and gone through the whole sales process.
Great job, but sometimes, no matter how hard we try,
prospects don't always sign up on the spot.
Sometimes, a prospect needs some time to make the decision
on whether or when they'd like to start working with you.
What I've noticed over the years is that when this happens,
most always, the sale never happens, probably because life
gets in the way and what's out of sight is out of mind.
Often, this means you've lost them for good. UNLESS you use
some kind of method to get indecisive prospects to slide
right into your practice, instead of slipping through your
fingers. So I've come up with a fantastic remedy for this,
which helps me and my students close the deal 97-98% of the
times. If prospects don't bite on the 'sales' call, use
what I call the "bookend" method. Here's how it works.
When a prospect tells me they need to talk to their spouse
or needs some time to decide, or wants to ideally start in
2 months, I schedule a 5 minute "check-in" call with them
(next Tuesday at 3pm, for example) so that we can follow up
with each other without having to play phone tag or have to
follow up with one another.
The great thing about this technique is that it puts a time
limit in the prospect's mind as to when THEY would like to
make the decision, and obviously, you let them choose when
they'd like to have that 5 minute chat.
I essentially came up with this because I really dislike
following up in this situation. It makes me feel like I'm
chasing after them and I don't feel that this is Client
Attractive. So instead, we agree that they'll call me on
set date and virtually every time they do, and out of those
times, they don't feel pressured, have had time to think
about what we talked about, and are ready to make a
decision to move forward. It's a great tool!
If for whatever reason they don't call during the time of
your 5 minute check-in appointment, you can then call them
or e-mail them asking if anything went wrong. This usually
puts the prospect into a mode where they feel obliged to
get back you, as they were the one who missed the
appointment. Again, this is much more Client Attractive and
ends up saving you a lot of time.
Your Assignment:
If a client doesn't sign up on the spot, make sure to
bookend another date, so you don't have to follow up on
each other for weeks. Use it as a "let's see where you are
in your decision making process then." It works like a
charm.
Having trouble with actually getting the prospect INTO the
sales conversation in the first place? You're not the only
one. The good news is, I've developed a way to close the
sale 97-98% of the time.
----------------------------------------------------
I share the entire process in my Client Attraction Home
Study System™. I've outlined every Client Attraction
technique in detail. It's all step-by-step, not a big
mishmash of things. So, you do step one of the system, and
when you're done with that, you move on to step two, and so
on. You can get it at
http://www.TheClientAttractionSystem.com .
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