Many factors go into converting a prospect into a client. However, there’s one factor that most people who are “trying to make the sale” forget. They forget to actually ask for the business or ask for the order!
Okay, I know you’ve heard this before. However, are you really asking? Do you know the best way to ask?
There are many “tricky” ways to attempt converting a prospect to a client. I don’t believe in tricky methods. I believe in being straight, but not aggressive.
Here’s what I usually ask. “How does this sound to you? Are you ready to move forward with the next step?” Can they say “no”? Sure, they can. However, if you don’t go for the “no,” you might never get the “yes.”
As I’ve written about in previous articles, I believe the sales process is simply a series of “permissions to go to the next step.”
Some people even like to lay out these steps on the first appointment – foreshadowing the actual asking for the business. I suggest something like, “Here’s how I see us proceeding. First, we’ll get together to learn more about each other. One of my goals will be to bring you as much value as I can, so you will at least consider me as a resource. At some point, after we’ve learned enough and our questions are answered, we’ll see if it makes sense to work together. How does that sound?”
I’m not saying you have to use my exact words. However, this is effective way of foreshadowing the next steps can play out and be helpful in gaining commitment.
What are you doing to get more referrals, introductions, appointments, and to turn those prospects into new clients? Send me your best practices so I can share them with others. What are your greatest challenges?