Here's How You Convert More Leads Into Buyers...
However you got to the stage of talking to a possible client, and he/she says "tell me more"
where would you take that conversation?
Most would go in with their pitch.
BZZZZ WRONG!
Think about how you like to be sold to.
Do you dismiss somebody who who has little or no idea what your situation is?
Most likely.
Do you loose trust in that person?
Most likely.
If that person makes a recommendation now or later, would you give much thought about it?
Most likely not.
So what do you say when a potential client says "tell me more"?
You be like the most trusted member of society, and diagnose before you prescribe.
That trusted person is a doctor.
How you take the conversation to the next step...
This is an overview of a likely script which has to be adjusted for your situation however they are in a sequence which needs to be followed.
Here's How You Convert More Leads Into Buyers...
"Since no two businesses are the same, I'll carry out a diagnosis which shows threats and opportunities in your business.
I'll give my recommendations and go over them with you.
You'll get to ask questions.
I'll ask for a YES or No if you want to implement those recommendations
Just say NO if this isn't right for you"
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The first sentence heads off the objection "but my business is different". It also shows your competency and builds trust by taking away pressure. You are demonstrating value by finding "threats" and "opportunities" up front.
Even though you are setting the agenda, you are bringing in the prospective client by letting him/her know questions will be answered. Very assuring.
The next sentence allows you to get a decision, yet from their point of view it's going to happen in a non pressure way.
And the last sentence lets the prospect know that it's OK to say NO. You ask for the NO because it takes all pressure off the other person, yet 95% of prospects DON'T SAY NO!
Weird as it may sound, asking for a no puts a stop to all the delays and excuses they bring up because they can't bring themselves to say NO!
In return of taking off all their pressure of finding some lame excuse to not go ahead, more actually come aboard. If they don't, that's fine too, because your time hasn't been wasted.
This whole process I've laid out on converting interest into more clients is the missing piece
I see in trainings.
It also handles the question "I've got a client meeting tomorrow, what do I say?" seen here.
I've shown you how you like to be sold and how you can apply the doctors formula...now you can be the most trusted member of society too.
Best,
Ewen
where would you take that conversation?
Most would go in with their pitch.
BZZZZ WRONG!
Think about how you like to be sold to.
Do you dismiss somebody who who has little or no idea what your situation is?
Most likely.
Do you loose trust in that person?
Most likely.
If that person makes a recommendation now or later, would you give much thought about it?
Most likely not.
So what do you say when a potential client says "tell me more"?
You be like the most trusted member of society, and diagnose before you prescribe.
That trusted person is a doctor.
How you take the conversation to the next step...
This is an overview of a likely script which has to be adjusted for your situation however they are in a sequence which needs to be followed.
Here's How You Convert More Leads Into Buyers...
"Since no two businesses are the same, I'll carry out a diagnosis which shows threats and opportunities in your business.
I'll give my recommendations and go over them with you.
You'll get to ask questions.
I'll ask for a YES or No if you want to implement those recommendations
Just say NO if this isn't right for you"
-------------------------------------------------------------------------
The first sentence heads off the objection "but my business is different". It also shows your competency and builds trust by taking away pressure. You are demonstrating value by finding "threats" and "opportunities" up front.
Even though you are setting the agenda, you are bringing in the prospective client by letting him/her know questions will be answered. Very assuring.
The next sentence allows you to get a decision, yet from their point of view it's going to happen in a non pressure way.
And the last sentence lets the prospect know that it's OK to say NO. You ask for the NO because it takes all pressure off the other person, yet 95% of prospects DON'T SAY NO!
Weird as it may sound, asking for a no puts a stop to all the delays and excuses they bring up because they can't bring themselves to say NO!
In return of taking off all their pressure of finding some lame excuse to not go ahead, more actually come aboard. If they don't, that's fine too, because your time hasn't been wasted.
This whole process I've laid out on converting interest into more clients is the missing piece
I see in trainings.
It also handles the question "I've got a client meeting tomorrow, what do I say?" seen here.
I've shown you how you like to be sold and how you can apply the doctors formula...now you can be the most trusted member of society too.
Best,
Ewen
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