Getting Clients from Leads

One of the glitches I had in my system is that I knew how to get the leads, but I wasn’t that good with getting the sale, sign-up, or any kind of client agreement. In other words, getting a client. Then one day it all came together. Here’s how.

I got a call from a fellow networker and we began to chat. We weren’t trying to sell each other on the other one’s business or product. Instead, we began to share our knowledge and skills. He revealed a few tips and helped me adjust my system. I walked away from that conversation renewed and in total assurance that all I had to do was apply what he told me. Here’s what I learned.

Tip #1: Ask Questions

You must ask your prospect questions. If you are not asking the questions and learning about your prospect, then you are totally missing the boat. You might be wondering, “What questions do I ask?” Answer: Ask questions that open your prospects up, like, where are they from, are they married, what do they do for a living. Ask questions that help prospects talk about themselves easily and freely.

Tip #2: Then Really Listen

The next thing you must do is LISTEN! See, scripts may help give you a framework, but your listening skills will take you a lot farther than some rehashed script. Most of the questions you are going to be asking after the ones above will arise from how your prospect answers. So if my prospect says he or she is working full-time but is tired of working from paycheck to paycheck, I would ask, for example, “So what exactly are you looking to do on the Internet?” That is not a scripted question, it comes from listening and wanting to know more, not wanting to sell right there on the spot.

Tip #3: Assume The Close

The final thing you must do is two-fold. First, you must decide in your mind if this person is worth your time. See, you only have so many hours in a day, and if you spend your time with people who don’t match your drive, work ethic and motivation, then you will find yourself wasting the time you do have. And second, you must assume the close and have your prospect take action right then. This is where my glitch was. Ever since learning the magic phrase, convert those prospects into team members, customers, members or whatever, I can’t wait to call my leads everyday!