From: C.J. Hayden <news@getclientsnow.com>
Date: 2011/9/7
Subject: Get Clients Now Sept 2011: Are You Prepared to Sell?
To: guntur <ipat39@gmail.com>
| Get Clients Now! (tm) E-Letter ~ C.J. Hayden, MCC ~ September 2011 ~ To manage your subscription, see the end of this email. ==================================================== In This Issue ==================================================== - Feature Article: If Your Marketing Works, Are You Prepared to Sell? - Next Get Clients Now! Program Starts Sept 13 - Where in the World Is C.J.? - Get Clients Now! News from Around the Globe ==================================================== If Your Marketing Works, Are You Prepared to Sell? C.J. Hayden, MCC ==================================================== Most of the information and effort aimed at getting more clients focuses on promotion and attraction. You'll find plenty of advice on how to tell the world about your business, make the phone ring, or get inquiries to arrive in your email inbox. But once you've been marketing yourself for a while, you discover that turning those prospects into paying clients can be pretty darned difficult. I find that many professionals are simply not prepared to sell to the prospects they attract. When you're selling a professional service, marketing doesn't end at a sale; it ends in a sales conversation. People don't buy accounting or coaching or graphic design or management consulting as the result of seeing your ad or getting your letter or visiting your website. They make their decision to hire you as the result of a conversation where you find out what they need, tell them what you have to offer, and the two of you see if there's a match. That's selling. If you put all your effort into marketing, then aren't prepared to sell when a prospective client gets in touch, you'll waste good prospects and the work you did to get them to contact you. Here's what you need to be ready to sell. 1. Get your basics together. An essential element for successful selling is a clear, concise description of what you do, with an emphasis on the benefits of working with you and the results you can produce. This is not the same thing as simply citing your education and experience. Prospects don't want to hear what you might be capable of; they want to know how you can solve the problem they have today. Be prepared to discuss your rates. While you may need detailed information to quote a firm price, don't stall prospects with a vague "we'll need to talk about that" when they ask what you charge. Whether you work by the hour, day, month, or project, you can answer with a range of prices or examples of what you've charged in the past. Prospects don't want to waste time in conversation if your services cost far more than their budget will allow, and neither do you. 2. Be prepared with qualifying questions. Not everyone who contacts you will be a real prospect. You'll need to ask questions to select in the prospects you want and select out the ones you don't. What problem do they need to solve? How important is it to them? What made them contact you vs. a competitor? How much are they expecting to pay? How soon will they be making a decision? Their answers will reveal how appropriate they are to become your clients, and their readiness and willingness to hire you. 3. Determine what you want prospects to do. What do you want your prospects to do when they first contact you? Schedule an appointment for an in-person presentation? Provide details for a quote or proposal? Review your offerings to choose options? Come in for an evaluation? Sign up for a sample session or introductory seminar? Whatever you determine this first step is, your entire response to their query should be focused on getting them to take it. Lead them through your sales process; don't make them figure it out. 4. Be ready to follow up. Most initial conversations end with a next step rather than a closed sale. Gain your prospects' agreement to this step, and follow-up will be much easier. When they agree to schedule a presentation, evaluation, sample session, or introductory seminar, confirm the date on the spot and follow up with a reminder. When they agree to send details for a quote or make selections from your offerings, tell them how to do it and follow up with a form, list of questions, or link. When it becomes clear your prospects aren't ready to commit to a purchase, you'll need to follow up as well. Capture all the details you'll need in your first exchange with them, and ask their permission. For example, "May I call you next month?' or "May I subscribe you to my newsletter/blog?" or "May I add you to my mailing list for future events or new offerings?" Be prepared to follow up repeatedly until they're ready to act. 5. Have tools to support your strategy. Each one of the steps above requires tools to perform it well. Everyone needs a clear description of services, fee schedule, and list of qualifying questions. Depending on your business, you may also need a presentation, sample session, or intro seminar outline, quote or request-for-proposal form, and/or online portfolio or catalog. For follow-up, you need some sort of contact management and calendaring system, and may also need a subscription management system. Developing these steps and tools for effective selling will make it possible to convert more of your prospects into clients. An organized, well-considered sales process like this will also make you a more confident salesperson. So be prepared for your marketing to work by being ready to sell once it does. ==================================================== Next Get Clients Now! Program Starts Sept 13 ==================================================== Get Clients Now! 28-Day Coaching Program for Entrepreneurs & Independent Professionals with Donna Feldman: Sept 13-Oct 20, 2011 Do you need more clients? Better clients? To earn more with less effort? Experience the coaching, accountability, perspective, and support provided by the road-tested Get Clients Now! 28-day marketing program. In this highly effective action group format, you and a team of engaged participants work together with an experienced coach to get more clients. Learn to create an endless stream of clients by doing 10 simple things per day! Here's what you get...
Seminar plus 28-day coaching program only $295 To register or for more details, visit http://www.getclientsnow.com/workshop_2.htm "I am a huge fan of the Get Clients Now program. It really works! I did 190% of my goal. The combination of the structure, accountability and support were just what I needed to kick my business into high gear. I got such great results from the program that I'm doing it again!" -- Dana Lynch, Image Consultant ==================================================== Where in the World Is C.J.? ==================================================== Sept 6-18, 2011 Kona, Hawaii I'll be on vacation with my sweetheart Dave and two good friends on the Big Island of Hawaii. If you will also be on the island at that time and would like to get together for a meal, a hike, or some snorkeling, please get in touch. We'll be mostly in the Kona district, but will spend at least one day each visiting Hilo, Kohala, and the volcano. Email me at info@getclientsnow.com ==================================================== Get Clients Now! News from Around the Globe ==================================================== Introducing our newest licensed facilitator for the Get Clients Now! training and coaching program: Delbar Niroushak - Vancouver, British Columbia, Canada Here are just some of the programs being offered by our independent facilitators: Sept 14-15, 2011: Teleclass with Kim Gray Kickoff seminar for 28-day program for virtual assistants Oct 4-Nov 8, 2011: Teleclass with Helen Kosinski Seminar plus 28-day program How about you? If you already coach, teach, or consult with self-employed people, sales teams, or business owners, add the Get Clients Now! program to your professional toolbox. Our next training begins Sept 13. For full details, visit http://www.getclientsnow.com/group_become.htm ==================================================== Join the free Get Clients Now! reader community: Connect with us on Facebook: Follow us on Twitter: Explore business coaching with C.J. or one of our senior coaches: ==================================================== Copyright 2011, C.J. Hayden. All rights reserved. Articles from the Get Clients Now! E-Letter may be distributed or reproduced according to our reprint guidelines at Please forward a copy to your friends and associates! ==================================================== This email is only sent to subscribers who request it. We NEVER add people to our mailing list without permission. Subscribers: Please "whitelist" us by adding news@getclientsnow.com to your list of authorized senders or address book so you'll be sure to receive every issue. To subscribe and receive a free copy of my special report "Five Secrets to Finding All the Clients You'll Ever Need," visit http://www.getclientsnow.com ==================================================== Get Clients Now! Phone/Fax (415) 981-8845 or (877) 946-4722 http://www.getclientsnow.com Wings for Business LLC P.O. Box 225008 | San Francisco, CA 94122, USA |
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