Blake, an attorney in Michigan, wrote me last week about his problem getting prospective clients to engage his services.
"I find out what their situation is," he writes, "and then I explain very carefully what I'll be doing for them."
"Then they ask about price. I tell them my hourly rate, which is competitive, but they say they want to think about it...and then, I don't hear from them again."
Professionals like Blake often don't spend enough time developing a relationship with their clients, customers or patients. They know their work. They know how to diagnose problems, and they know what the most likely solutions are. But they don't know what their prospective clients really need: someone to hear them out, sympathy, empathy and validation.
Here are some suggestions that might help you "close" more clients:
1. Ask more and better questions. "Situation" questions are essential for you in order to enable you to do your work, but they have relatively low value to a prospective client who already knows her situation.
How does the situation make her feel? Why does she feel that way? What result would she like to see from working with you? How will that make her feel better?
These kinds of questions don't necessarily add anything for you to analyze, but they help you create a bond with your new client.
2. Find out if there's a commitment before you talk about fees. Ask if she's receiving value from the discussion and if she has questions for you. Ask if she'd be interested in having you work with her.
3. Find out what is causing them to hesitate. If she says, "Let me think about it," find out what she agrees with and narrow down what her concerns are. Does she have reservations about your abilities? Is she looking for a better price? Its okay (it’s important) to ask these questions.
If you want more clients to say "yes," try changing your interview style by asking more questions. This will allow you to develop that essential relationship with your clients, customers, or patients.
More Questions, Better Questions - To learn more about this author, visit Sandy Schussel's Website.
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Sandy Schussel
(Visit Sandy's Website)
Sandy Schussel, is the "More Clients"
Coach who went from being a rainmaker for
his law firm, to running his own seminar
business, to being hired as the national
sales training director of a financial
services brokerage. He is the author of
the acclaimed book, The High Diving Board:
How To Overcome Your Fears and Live Your
Dreams. Visit Sandy’s website at
BrassRingCoaching.com and sign up for his
free weekly e-letter, REACHING…
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