Every experience is an energy exchange. If you're focused
on only what you can get from a prospect, your fear of not
signing on the prospect or being withholding about the
amount of time you're spending with this person, your
energy will be resonating at a very low level. This makes
all the difference in the world when you're interacting
with someone (actually, even more than the words you say!).
So it might come as a surprise to you when I say, I highly
recommend NOT offering a free sample session of any kind.
This is what I compare to the perfume counter at Macy's.
When you walk by the perfume counter, you know you'll be
asked to try something for free. You feel no connection to
the person offering it and the value of the sample
registers as pretty low. Maybe you'll take it, maybe you'll
leave it, but you, the customer, are in the driver seat.
You want to create a different energy when connecting with
a prospect. You want it to be a co-creative experience. You
and your prospect are coming to this meeting on equal
ground. You don't need to prove anything. You just need to
meet together to connect.
When you do this in a way that sets the stage for sparking
the energy between you, then you're set up to move to the
next level of relationship (prospect into client).
Now think about it...when you're about to buy something or
are exploring working with someone, do you want him or her
to rush you through it or actually have an experience
that's about someone really wanting to get to know you and
your needs?
Now also think about this...do YOU want to rush into a
relationship with a new client or customer without getting
a sense of if she's YOUR ideal client or not? (Think about
any not-so-great client or customer relationships you've
had in the past...want tons of those? I didn't think so.)
Setting the Stage
Setting the stage is getting on the same page energetically
with the person you're connecting with. You start any
serving opportunity by allowing in energy of trust. Below
is a list of questions/steps for you to sample as part of
forming an initial trusting connection with a prospect. As
you read through the questions, consider what is important
for you to include in your initial prospect meeting, ask
your inner guidance: "What parts of this sample feel good
to me? What would I like to incorporate into my own
Process? What would I want someone to ask me?" Make note of
these answers.
Questions to Ask Your Prospect
Start by gathering information about the prospect's current
experience:
How did they hear about you?
What/Who brought them to you?
Ask, "What would you like to experience from our time
together today?"
Be clear about what they can expect from you in this
conversation.
These types of questions put you in a place to truly
connect as PEOPLE and this makes all the difference in the
world when preparing to move to the next level of a
relationship. And yes, you CAN do this in any business.
Imagine more people being more invested in your good
interest...your mechanic, grocery store clerk, doctor,
lawyer, accountant...feels good, right? Only good can come
(for you and the people you serve) from taking the time to
create this connection.
Next, be willing to share parts of you and your experience
that relate to and connect with what you've heard. Tell a
brief story, share a little tid-bit of a similar
experience; be honest and be human. Be willing to share
what it is about you and your business that connects to
their situation. Let them know they aren't alone in this.
When I used to work as a high school teacher, over and over
I saw the same pattern in teachers who struggled with
discipline and getting high-achieving results from their
students: They did not treat their students as people; they
blamed the lack of success on the students; they didn't
really trust (or believe) that their students could succeed.
Not quite an invitation to thrive, huh?
Now, please know I am not saying to give away oodles and
oodles of your time or information for free. I am simply
inviting you to embrace joyfully giving your time and
energy in a thoughtful and systematic way when you connect
with future clients, rather than starting a connection off
by "making sure you aren't giving too much or being taken
advantage of." Only abundance can come from really taking
the time and energy to truly connect with those you're
meant to serve (and to really make sure you're a match!)
The type of energy you start a relationship with makes a
HUGE difference in effecting the results you're looking for.
Call To Action:
1)Make up your own list of "setting the stage" questions.
2)Get very clear about what YOU want when connecting with
someone for the first time (Just think about how you would
like to be treated as you prepare to invest in something.)
What do you want/need to make the experience an easy,
joyful one?
3)Set up a practice conversation with a "prospective
client" using the questions and practice sharing of
yourself, too.
----------------------------------------------------
Heather Dominick, EnergyRICH® Entrepreneur Success
Coach http://www.EnergyRichCoach.com
I give you every piece of the Proven Prospects to Profits
Process™ AND the steps you need to make it
authentically, naturally your own:
http://www.EnergyRICHBootCamp.com .
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