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4) Listen carefully. Spend
time with client listening "under surface" for larger themes and bigger issues. Put forward one or two insights that come from your deep listening. Take care to avoid offering too many solutions or too much advice.
5) Reflect back. Near end of allotted time, take a few minutes to summarize what you heard and what client sees as desired goals. If appropriate, take this time to let client know how you've helped other clients with similar concerns.
6) Take lead. If you'd like to work with client, say so. Let him/her know that you really enjoyed spending time with him/her today and you are excited about being able to help him/her reach their goals.
7) Don't push. If a client asks for more time to make a decision or wants more information give only as much time as you are comfortable. It's good to ask in this case a question like: "Is there anything more you would like to know about me that would help make your decision easier or clearer?". In this way, you keep dialogue open and find out what concerns client may have.
8) Don't take it personally. If client doesn't sign up, despite your best attempts, let it go. Somehow s/he was not a match for your business and this is ok. By going to shorter consults you can do more of them in a day. Sometimes you do have to go through a certain number of No's to get to Yes.
9) Avoid adjusting your prices. It's not worth it for you to drop your prices just to get client. I have had clients ask for my fees and then say, "Wow. That's really high." In past, I would have responded back in some way. Now I just agree. "Yes, they are." And, if applicable, I might follow up by offering a product or group coaching option that might better suit their financial constraints.
10) Practice and practice some more. Initial consults flow more easily and proceed more satisfactorily more you practice them. Aim to make a lot of contacts and practice these skills. You'll find your confidence and success grow exponentially.
(c) 2003, Dr. Rachna D. Jain. All Rights in All Media Reserved.
Dr. Rachna D. Jain is a sales and marketing coach and Director of Operations for SalesCoachTraining.com. To learn more or contact Dr. Jain directly, please visit http://www.salesandmarketingcoach.com, and sign up for her free newsletter, Sales and Marketing Secrets.
