Why I NEVER EVER...

Hand my prospect a blank agreement.

When I am meeting any small business owner or decision maker who is authorized to sign on the dotted line I NEVER EVER EVER give them a blank agreement it's time to go over the contractual obligations that outline the services being provided and what's expected from both parties.

But!!!

What I ALWAYS ALWAYS do is hand them a contract that's completely filled out from another client who's already doing business with me.

There are two psychological factors involved here so let me explain why I do what I'm doing.

Firstly and foremost the and the biggest reason I never hand people a blank contract is because it tends to make people nervous. Yes I know already that it doesn't make every one nervous but still I have made it a practice to not hand any one a blank contract. There's just something about holding a blank contract that sometimes messes with peoples heads and that's not what we want. We want comfort, peace and easy feelings.

Now what does handing them a completely filled out and signed contract from a business that's already using me accomplish?

Firstly it's represents ZERO threat to them. It provides social proof with out really saying its social proof or the good old, hand me a referral list request we sometimes get.

Secondly it shows them what they WILL be agreeing to and signing in the near future and that I am consistent in how all my clients are serviced and treated. I go over every point of the contract making sure that I'm pointing out the things I want to stress on the other clients contract that they are holding.

I'm holding the blank contract, the one they are about to sign. Once I'm finished going over everything I then take the filled out contract they are holding away from then and boldly put the blank one in their hand and tell them its time to fill it out and get things started.

In most cases they just do it without any resistance because I've washed away the mental stress and anxiety that many people have when holding a blank contract.

Hope this helps some folks!

Cheers!