subject: Marketing Blog Talk On Getting More Clients At From Events [print this page] I want to talk about a tactic for getting new clients and closing deals in person.
You can use this communication strategy at business networking events, on sales calls, at your favorite online social networking platform or even at your neighborhood barbecue if you have a potential client right in front of you.
Selling Your Services as a Small Business-Owner or Entrepreneur
Sometimes when your reaching out to get more customers or clients and those you're speaking to don't buy your products and services, it has nothing to do with whether your product or service is right for them. It has nothing to do with the cost or you as a person. Most of the time, it has to do with the simple fact that they are not in the "state of mind"to feel compelled to make a decision to move forward right now.
So the Most Profitable Question for my business became..
How do I assist someone else to enter the stat of mind to either buy my products or services?
My clients or students have done this same process over 42 different industries and growing.
So your fist step is to get into rapport With the person or prospect. Now Instead of giving you a bunch of techniques for getting someone else to unconsciously just follow what you say, I want to simplify life for you and just tell you to genuinely be interested in your prospect and what you'll find is that they find you interesting.
Plus, you will start to unconsciously line up and do all the things necessary to figure out how do consciously gain rapport with someone when you are just interested in them.
Your next step is to allow the conversation to lead into the question about your work....this is simply done by part of your questions about your prospects work.
When they ask you about your work and you give them your USP, or your quick explanation of what you do, you want to follow it up by saying:
"You can imagine how it goes...I mean have you ever (describe buying services and having a bad experience)....a lot of bad stuff can happen like" (fill in all the challenges someone can have by choosing the wrong service provider in your industry....)
but at the same time...
if you don't (then describe the negative parts of not being involved in your industery)
What this does is create and stack the movement of your prospects mind:
1. Because you have prepared their mind by gaining a rapport with them.
2. You have used your USP to separate yourself from the negative aspects of doing business in your industry.
3. You have brought up all the pain and moved them away from wanting to risk buying from someone else because they could experience the pain that you described with not choosing the right service provider.
4. You have brought up the pain of not being involved in your industry so their becomes no way out.
Now of course all of this has to be real and honest otherwise you will eventually be found out. So be honest.
After you stack those mental options to move away from those pains, you say something like....
You know, there are ups and downs in every industry and the thing about when you find someone that really knows their stuff in my industry you really get a chance to....
(describe big benifits of your services here)
Anyway....."Do you or anyone you know have any goals in regards to (name key benfits of buying your service)?"
"When were you thinking about exploring those goals?"
