4 {{ upvoteCount | shortNum }}
4 {{ upvoteCount | shortNum }}

POP the question? Command higher fees.

by cashmagnet
3 replies
Had a little experience today that proved exactly why "Consultative selling" (Google it - MASTER IT!!) is paramount to ascertaining wealth in our offline consulting business, I popped into my local store of whom I want to take on as a client and have a meeting with tommorow (yeah i know ive got the deal in the bag already). But I was about to go in and undercut myself even though I know we should never assume always question to clarify, So I asked how the turnover was doing as they had extended the store recently and the turnover he told me had gone up by thousands per week.

Now I was going to go in at the $500 level (to start with) PM but knowing what I now know the client can afford $1000+ PM with added services I can provide to justify and over deliver in value of course. But just look how one key question can prevent you from under cutting yourself for your services or the benefit you can provide to a client. Remember your the expert so should be the one who is advising them as they are under your guidance and care. (wikipedia the word "CLIENT").

If say for example i only offered half the package but the business could afford and really required more profit boosting services from my self, how would I have known with out opening my mouth and asking, conversant, discussing and analysing?

If you are just selling one thing one off or one service on a retainer, start asking more questions to your Clients to see what else you can provide for them. Forget you for a second you could actually be doing them a bad service by not providing them with a more fuller service.
#pop #question
  • Profile picture of the author OneLifeAway
    Awesome post! Great advise. I have never heard of "Consultative selling" before but perhaps that is why I do alright in offline sales...
    {{ DiscussionBoard.errors[3663314].message }}
  • Profile picture of the author nigelchua
    Originally Posted by cashmagnet View Post

    Had a little experience today that proved exactly why "Consultative selling" (Google it - MASTER IT!!) is paramount to ascertaining wealth in our offline consulting business, I popped into my local store of whom I want to take on as a client and have a meeting with tommorow (yeah i know ive got the deal in the bag already). But I was about to go in and undercut myself even though I know we should never assume always question to clarify, So I asked how the turnover was doing as they had extended the store recently and the turnover he told me had gone up by thousands per week.

    Now I was going to go in at the $500 level (to start with) PM but knowing what I now know the client can afford $1000+ PM with added services I can provide to justify and over deliver in value of course. But just look how one key question can prevent you from under cutting yourself for your services or the benefit you can provide to a client. Remember your the expert so should be the one who is advising them as they are under your guidance and care. (wikipedia the word "CLIENT").

    If say for example i only offered half the package but the business could afford and really required more profit boosting services from my self, how would I have known with out opening my mouth and asking, conversant, discussing and analysing?

    If you are just selling one thing one off or one service on a retainer, start asking more questions to your Clients to see what else you can provide for them. Forget you for a second you could actually be doing them a bad service by not providing them with a more fuller service.

    Okay, in this case, i think you must first know what level of value you are able to provide your clients. In this area, it'd be best if you have a sales funnel, where you can delineate "which area" your client is comfortable in, and when to "progress" him or her further down the backend selling approach.

    DO NOT EVER UNDERCUT YOURSELF.

    Package your services into 3 main packages, and write them into mini-business plans what they mean to your client, and ask him to choose one, and close the deal. And service the deal well.
    {{ DiscussionBoard.errors[3665964].message }}
  • Profile picture of the author cashmagnet
    Originally Posted by OneLifeAway View Post

    Awesome post! Great advise. I have never heard of "Consultative selling" before but perhaps that is why I do alright in offline sales...
    Its the best for appointment based sales, trust me!

    Originally Posted by nigelchua View Post

    Okay, in this case, i think you must first know what level of value you are able to provide your clients. In this area, it'd be best if you have a sales funnel, where you can delineate "which area" your client is comfortable in, and when to "progress" him or her further down the backend selling approach.

    DO NOT EVER UNDERCUT YOURSELF.

    Package your services into 3 main packages, and write them into mini-business plans what they mean to your client, and ask him to choose one, and close the deal. And service the deal well.
    I agree this approach does work but should be tailored to the client as well, so you can have your packages and edit them to the specifics the business requires.

    UPDATE (with this prospect): Let me make note straight away that I will definitely not be taking on this client, why because first of all the client had no real exposure to what advertising & marketing could really do for them PERIOD! I had a questionnaire that I went through with the client and managed to work out that the client could not even afford $400 PM ------ $500 is my minimum fee right now so noway hosay!

    The guy wanted to grow sales but was not open to the methods that I would utilise plus wanted to go down the franchise route (another thing to try and avoid - franchises). This should teach you three things,

    1) Go for clients who are already spending on advertising and know how it works for them, (they are already pre qualified in that respect)

    2) The business owner needs to be open minded enough and have enough foresight to be able to envisage how you can make them more profit (it could be argued that I didnt explain my services well enough, you are right I didn't explain any services because this was me finding out about them and their current and future finances and goals).

    3) Always take the client through a qualification process of asking them in depth questions and learn about their business as much as you can, as well as being able to tailor services to what their business needs a lot better you also can realise if they are a good fit as a client for your business.

    This can also be gauged in a few questions even before any first meeting.

    1) Ask their turnover and profit
    2) What they are currently spending on marketing and advertising and where
    3) What their profit goals are and how they aim to achieve them

    Along with a few other questions to.
    Signature

    If your looking for fast success with low failure get a coach/consultation, DM for skyp bookings.

    {{ DiscussionBoard.errors[3667854].message }}

Trending Topics