04:42
Faizan
A very common problem that coaches, consultants and independent professionals have is how to connect with and convert more of their ideal prospects into paying clients. When I work with a business owner, this is usually one of the most under- leveraged areas in their business and one of the first things I examine. The reason why coaches, consultants and independent professionals are not able to attract and get better clients is a direct result of not having an organized, step-by-step, leave nothing to chance, process to engage with prospects.
In order to meet this challenge head-on, you should develop a process or a systematic method to engage with more of the clients that value what you are selling and those that are already convinced they need what your selling. The ultimate objective of your "selling" system is only to convince the prospect that you are the logical choice to help them solve their problems or challenges. This is completely different than most sales methods that espouse engaging with as many suspects as possible, trying to convince them that they need your product or service and then hope that some of them will turn to prospects and then eventually customers. This shotgun sales approach isn't effective and quite frankly wastes a ton of time chasing down people who will never want what you sell.
I learned in the school of practical experience that it is so much easier to have a productive conversation about your product or service with someone who already 'gets it', or someone who is already having this conversation with themselves.
Consider the following question to illustrate this point a bit better. Who do you think a personal trainer would have greater success trying to 'sell' their services to; someone that has never been to a gym or someone that regularly goes to the gym and understands the value of exercise? The answer is pretty obvious. The person who already goes to the gym is a better prospect and will be a better client because you don't have to convince them that fitness is important. The only remaining challenge for the personal trainer in the situation described is to convince the prospect that THEY are the personal trainer who can help them meet their fitness goals.
Most coaches and consultants don't get paid on the time they spend talking to people. They get paid based upon enrolling clients into their programs or by providing them with the products that can help their clients achieve the result they are looking for. It is critical to leverage your time, spending it only on people that "get it" to some degree.
In order to meet this challenge head-on, you should develop a process or a systematic method to engage with more of the clients that value what you are selling and those that are already convinced they need what your selling. The ultimate objective of your "selling" system is only to convince the prospect that you are the logical choice to help them solve their problems or challenges. This is completely different than most sales methods that espouse engaging with as many suspects as possible, trying to convince them that they need your product or service and then hope that some of them will turn to prospects and then eventually customers. This shotgun sales approach isn't effective and quite frankly wastes a ton of time chasing down people who will never want what you sell.
I learned in the school of practical experience that it is so much easier to have a productive conversation about your product or service with someone who already 'gets it', or someone who is already having this conversation with themselves.
Consider the following question to illustrate this point a bit better. Who do you think a personal trainer would have greater success trying to 'sell' their services to; someone that has never been to a gym or someone that regularly goes to the gym and understands the value of exercise? The answer is pretty obvious. The person who already goes to the gym is a better prospect and will be a better client because you don't have to convince them that fitness is important. The only remaining challenge for the personal trainer in the situation described is to convince the prospect that THEY are the personal trainer who can help them meet their fitness goals.
Most coaches and consultants don't get paid on the time they spend talking to people. They get paid based upon enrolling clients into their programs or by providing them with the products that can help their clients achieve the result they are looking for. It is critical to leverage your time, spending it only on people that "get it" to some degree.
Posted in: business
