| Dear John,
There is nothing more frustrating than having a great conversation with a prospective client, agreeing on next steps, then never hearing from that person again.
Three things must be in place for a client to be engaged enough to follow up with you after a meeting.
Those three things are:
· Timing
· Urgency and
· Value
This must be the perfect time (financially) for the client to invest in your services. They must have the urgency to invite you into their company to solve this problem. It is critical that they recognize and be able to articulate the value– return on investment – they will receive for engaging you.
When I run through this with my clients, I ask them for the TUV (an acronym for the above).
If you think about it, this is another way of QUALIFYING the prospective client.
If you’re sitting down with someone, they should be able to afford your services, have a problem you can solve and be ready, willing, and able to make a decision.
So, how do you bring these things up in a discussion? This is the part most B2B professionals leave out. You cannot run headfirst into asking these questions. You must first develop a relationship with the prospect by demonstrating your good will. My favorite way to do this is by passing them a referral (or twenty). That’s right. Before I ask a prospect any qualifying questions, I will connect them with a few people who can solve the problems they’ve articulated.
Recently, I met a financial advisor based in London. This gentleman was sharp and personable. He was trying to connect with affluent ex-pats. I immediately saw a mutually beneficial opportunity. I want to work with professionals (like him) in the UK and I know many people who are in this financial advisors sweet spot.
I immediately went to work and set appointments for the financial advisor with a couple of people I knew. When he converted one of those into a new client, I introduced him to two more people. After the second round of connections, the financial advisor was eager to reciprocate. At that point, I asked him if he wanted to explore the opportunity to convert the first two people into clients. “How would that work?” he asked
“Well, that’s what I do. I can help you convert twice as many prospects into clients. Would you like some help with that?” I replied.
Within minutes, this gentleman became my client.
Here is the key takeaway from this article:
Don’t ask any qualifying questions until you’ve delivered value to the prospect first. Once you’ve shown an interest in their business, then you can ask them to spend their money on you and your business.
If you want to discover a groundbreaking way to attract clients, engage them, qualify them and then close the deal, be sure and download my Revenue Roadmap Guide.
This is a turnkey system to help you grow your business using relationships (not transactions). Follow the link below to get your Revenue Roadmap Guide right now.
https://revenueroadmapguide.com/ Warm regards,
Dave Lorenzo
Revenue Growth Expert
Miami & New York
(786) 436-1986
(212) 970-1986
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