Three steps to closing more clients, faster

Copyright (c) 2006 A Marketing Connection

Getting new clients is probably the number one thing most
entrepreneurs struggle with. We know we are good at what we
do and know we can truly help people, if only they will let
us.

However, many of us get nervous when we think of "selling"
our products or services. We don't consider ourselves
salespeople. We talk to prospects on the phone and in
person and give away free information and consults without
charging for it. Many of us are lucky to close one or two
out of ten prospects.

Let me assure you, there is a better way. There is a key to
help you close more clients.

The key is that you need to create a need, a desire, for
your services before your prospects even meet with you. If
you can create that need, the number of clients you get
will shoot through the roof.

The first place to start creating a need for your business
is to stop doing free consultations. I mean stop
completely. I teach my copywriting students to give
conditional consultations -- which is much different than a
free session.

When you do a conditional consult you do a few things
before you even talk with your client. You first let them
know that you will consult with them for 30 minutes, but at
the end of the 30 minutes they must make a decision on
whether or not to work with you. That is the condition.
They will give you a yes or no answer right then and there
on the phone.

The key to a successful conditional consult is in the work
you do BEFORE your appointment with them. You need to
create a need, a strong desire for your services before you
even talk to them. Then, when you do your conditional
consult, you can spend your time and energy interviewing
them and let them feeeeel what it's like working with a
professional. Doing conditional consults is a great
technique and eliminates people that are just looking for
free information or services but are really not committed
to making changes in their life or business.

The difference between a conditional consult and the free
consultation is that the prospect already knows working
with a professional in your industry is right for them,
they are just determining if YOU are the right professional
for them.

So, how do you create a strong need and desire with
prospects for professional services before you do your
conditional consult? Here are three things you must do to
create a need for your services with a prospect before your
conditional consult.

Get some background information about your prospect and
what is and is not working in their business/life. Having
information on your prospect before you do your conditional
consult will help you prepare before your call and may give
you some insights into patterns they have developed that
even they are not aware of. Thus allowing you to consult
with them rather than spend your time together selling.

Know some of the most common objections professionals run
into, for example "I have to ask my partner" or "I can't
afford your services right now". Knowing if they have a
business partner or boss that makes the final decision will
help you anticipate these objections (which are often
really procrastination techniques) and help your client
take the necessary steps to creating the EXTRAordinary
business and life they are searching for.

Allow the prospect to answer deeply probing questions about
themselves before they meet with you. It gives them time to
think about things they maybe haven't thought about before
and allows them to be more honest with themselves because
they are answering the questions alone. You can use these
questions when you are doing your conditional consult and
help them make a shift right there on the phone. THAT is a
powerful experience. I have worked for several years as a
professional copywriter and marketing consultant and have
spent several years putting together a questionnaire I have
prospects fill out before their conditional consult.

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About the Author: Author of Healthcare Copywriting Secrets
Revealed, Kelly Robbins is a healthcare copywriter and
marketing coach/consultant. She also publishes The
Healthcare Marketing Connection
(http://www.healthcaremarketingconnection.com), a free
e-zine on healthcare marketing tips. Contact Kelly to
receive her free report, "5 critical things you must know
when writing for the healthcare industry" -
info@KellyRobbinsLLC.com or 303-460-0285.