Have Prospects Pre-qualify So You Close The Sale

Do you get referrals from people or services? I sure hope you do! Yet

, you may find that your initial conversations with these referred prospects are taking too long. It can be a very time consuming process. That's why it helps to set up a system and put everything into your marketing materials, making the conversation so much quicker.

This is a list of what you need to shorten these calls:

- Written interview with yourself which includes answers to frequently asked questions and explains your packages and/or programs.

- A list of testimonials covering the results clients get by working with you

- A list of questions for the caller to answer and send back prior to the "Get Acquainted Call"

Then you book the session, but never on the same day as your first contact, of course. Here's what you say to explain what the prospect needs to do to be prepared for the session:

"I want to spend the whole session hearing about you and talking less about me. So I'm going to send you some materials. Please read the Interview with (your name) in its entirety, then look over the Testimonials so you can see what kind of results my clients get. And please send me the answers to these questions before the call. I will review them in-depth so that by the time we talk on the phone, we can spend the whole time talking about you."

If you follow this system, you can end up having a 15-20 minute phone call. You'll find out a lot about the person ahead of time so that you're not on the phone for hours, And they've already learned everything they need to know about you. Plus, they've reviewed information about your programs before the call so they know which one is right for them.

Your Client Attraction Assignment

Is it time to review your new prospect marketing materials? Make sure to include your program or package levels in your Interview to help prospects pre-qualify themselves. The more you cover prior to the call, the shorter the conversation will be.

by: Fabienne Fredrickson

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