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- Selling: The First Meeting with your Prospect By Jim Sullenger
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Selling: The First Meeting with your Prospect By Jim Sullenger
Ok, so you have create a contact list, you have used your resources to get referrals, you have kept you eyes open for potential clients, and you now have scheduled a meeting!
What do I do now?
Let’s first look at a basic outline of the next 21 steps.
1: Schedule a specific time. Never more than 1 hour.
2: Learn what you can about the target client’s business by researching the client.
3: Learn what you can about the target clients business by type, and by industry, by size, and a quick look at market trends.
4: Survey the address of the client, study the community, the local economy, and the specific trading area.
5: Mapquest or Google the client address, and re-confirm the meeting the day ahead.
6: Prepare your client file, set up an organized location for this client and all future ones.
7: Clean your car, arrive 15 minutes early, and think positive thoughts about your client, the business, and his family.
PARK EVERYTHING, AND BE READY TO CHEERFULLY AND EARNESTLY GET TO KNOW THIS PERSON! (0-20 MIN.)
8: Begin the meeting with a sincere interest in getting to know the personal aspects of the owner. Use FORM acronym to remember: Family, Occupation, Recreation and Mission.
9: Take every opportunity to listen, gather information, and relax.
10: Make mental notes, and physical notes about the client. Are you surprised at the business? Study your first impression now…the client’s customers only get tone first impression also. Make a few notes.
11: Tell him about yourself…briefly…this meeting is about the client, not you, Do not spend time selling yourself, or anything, just invest in the client’s needs.
NOW, TAKE THE TIME TO DISCUSS THE GOALS OF TODAY. (20-40 MIN.)
12: Why did the client start this business? Or how did he get in this line of work?
13: What were the dreams at the beginning of the process?
14: Briefly, what has changed? What frustrations (Pain) related to your service does he experience?
15. Don’t gloss over “pain.” Be like a doctor who asks questions to understand your physical pain. ” This is what your service will solve. Take the customer through the “pain funnel.” Say “Tell me more about that.” “How long has this been going on?” “How much is that problem costing you per year?” Keeping asking questions until you have uncovered the prospect’s pain.
How has this business affected the Personal life? Spiritual life? Family Life? Life?
16: Close this segment with a “thank you” to the client.
GIVE THE TWENTY MINUTE WARNING
17: Reassure the targeted client that you/we may be able to provide a solution to his concerns.
18: Provide details about your background and present information about your business.
19: Resist the idea to offer quick solutions….do you need to study, pray, prepare, research, and collect ideas? Do not shotgun a bunch of first impressions.
20: Present an overview of your services, and how you provide services based on the scope of work, and the length of contract. (Important) Provide pricing if they press now for a general idea of cost
21: Close. Smile and reassure the client that you will present a proposal of how your service can save them time and money.
Set up the next meeting! Now…get a date! Thank him and smile with him.
Stop and make follow-up notes to remember your game plan. Fill out the CRM on the client immediately before business day close.