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So you answer the phone and you are connected to a potential client….
a new and unfamiliar voice, an exciting new possibility….and they want your advice.
What’s the FIRST thing that comes into your mind?
Is it ….”How can I help you, today?”
That’s my first thought; even though I rarely say those exact words out loud, (many new clients don’t really know what kind of help they need, so I use that term for my existing clients).
Out loud, I usually go through the amenities of exchanging names and such….and then I listen….. then I ask a few questions. It only takes moments to determine what the overall problem might be…or indeed it there is any problem at all.
That’s right …there may be no real problem …just a lack of understanding or the need for a little insight.
In most cases you will be able to end your conversation with the sure knowledge that you have been helpful to them.
I know, I know…you're thinking about the “time-suckers”; people who have no intent what-so-ever on becoming your client; people who are just seeking information, comparing vendors or doing research. Well, they make good connections too. It's up to you to control the amount of time and effort you decide to pour into that rabbit hole! Personally, I take notes during conversations and I often gain knowledge from the “time-suckers” that proves invaluable.
The bottom line is: "leave them better off than you found them". Not everyone you encounter will become your client with one conversation, but every conversation can leave someone you encounter, better and happier.
2014 is your year! Is your business listed in my free online business directory? Join today and get a spotlight in my weekly audio newsletter. Follow this link to the DonPaul Business Directory.
a new and unfamiliar voice, an exciting new possibility….and they want your advice.
What’s the FIRST thing that comes into your mind?
Is it ….”How can I help you, today?”
That’s my first thought; even though I rarely say those exact words out loud, (many new clients don’t really know what kind of help they need, so I use that term for my existing clients).
Out loud, I usually go through the amenities of exchanging names and such….and then I listen….. then I ask a few questions. It only takes moments to determine what the overall problem might be…or indeed it there is any problem at all.
That’s right …there may be no real problem …just a lack of understanding or the need for a little insight.
In most cases you will be able to end your conversation with the sure knowledge that you have been helpful to them.
I know, I know…you're thinking about the “time-suckers”; people who have no intent what-so-ever on becoming your client; people who are just seeking information, comparing vendors or doing research. Well, they make good connections too. It's up to you to control the amount of time and effort you decide to pour into that rabbit hole! Personally, I take notes during conversations and I often gain knowledge from the “time-suckers” that proves invaluable.
The bottom line is: "leave them better off than you found them". Not everyone you encounter will become your client with one conversation, but every conversation can leave someone you encounter, better and happier.
2014 is your year! Is your business listed in my free online business directory? Join today and get a spotlight in my weekly audio newsletter. Follow this link to the DonPaul Business Directory.
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