Does Your Prospect Know The Next Move?
As service providers we many times find ourselves in a situation where we get in touch with a new prospect and then the phone conversation kind of 'shleps' along...our respected prospect is asking lots of questions, he is a little nervous.... The questions start coming: "When will I see results?" "How much do you charge..?" "How long have you been doing this..? etc... At the end of the conversation when the prospect is still not sure - you will say something like: "Ok, If you have any questions feel free to contact me..." If your prices are normal and you have testimonials to back your good service then there is no real reason why the prospect will turn you down. But its here at the end of the conversation where most people fail...including myself! and this is something that I have been working on over the past few weeks. In many cases your prospect will need to be told whats next. He has heard good things about you and he wants your services..yet he has not been told what he is supposed to do next! What do I mean? When you end the conversation with something very general like: "Ok, If you have any questions feel free to contact me..." - the prospect is not going to call you back. Why? Because he is simply not interested in 'shmoozing' with you. You may be a great guy - but he wants to solve a problem. Therefore guide your prospect to the next step and say the following: "When will be a good time for you to meet this week?" "If its ok with you I would like to send you a proposal" "What is the next step you would like to take?" Guiding your prospect to the next step is taking you one step closer to closing the deal!
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