Speedy Gambling

“I’d love to work with you, but…”

How many times have you heard these words? As a professional service provider looking to grow your business, isn’t it sometimes frustrating to hold an initial session with someone who you’d love to work with but the potential client has a whole list of reasons why s/he would love to work with you, but…?

As in, “I’d love to, but..”-”I can’t afford it.” Or “I’m not sure if it will work for me.” Or “I’m going to try to work on it by myself and will get back to you.”

Here are some tips and strategies for overcoming the dreaded “I’d love to work with you, but…” syndrome. These are gleaned from my own personal experience in building my coaching business, as well as tips & strategies I learned in the SalesCoachTraining.com program. I’m happy to share these with you because I really believe it is much easier to run your business when you can afford to do so because you have enough clients who pay you well.

So, there are 10 steps to consider:

1. From the beginning, make sure your potential client has a need for your service and can afford it. I can’t tell you how many times professionals hold a free consult, and then find out, after the 30-45 minutes is over that the potential client can’t afford the service. It might sound a bit severe, but if you’re in business to make money, you need to make certain you’re spending your time in the most profitable ways.

2. Consider cutting down the length of your initial consultations. When I first started out, I used to offer full initial sessions of 45 minutes or more. Now I offer 10-15 minute sessions. Within this time frame I can tell if the prospective client and I are a good match. If the client doesn’t sign up I won’t feel bad or annoyed since I didn’t invest a great deal of time in the consult. If you are having trouble converting initial consults into paying clients, it may be because you’re “giving away” too much at the beginning and the client is not left wanting more.

3. Frame the call. At the start of the call, gently instruct the client that at the end of the allotted time, they will be called upon to make a choice about the next action. Help the client recognize that you are happy to assist them in making a decision and that you aren’t tied to the outcome of their decision. The simple words, “I’m here to help you make the best decision for you and I’m not tied to any particular outcome.” have gone a long way to create trust rapidly and easily.

4. Listen carefully. Spend the time with the client listening “under the surface” for larger themes and bigger issues. Put forward one or two insights that come from your deep listening. Take care to avoid offering too many solutions or too much advice.

5. Reflect back. Near the end of the allotted time, take a few minutes to summarize what you heard and what the client sees as desired goals. If appropriate, take this time to let the client know how you’ve helped other clients with similar concerns.

6. Take the lead. If you’d like to work with the client, say so. Let him/her know that you really enjoyed spending time with him/her today and you are excited about being able to help him/her reach their goals.

7. Don’t push. If a client asks for more time to make a decision or wants more information give only as much time as you are comfortable. It’s good to ask in this case a question like: “Is there anything more you would like to know about me that would help make your decision easier or clearer?”. In this way, you keep the dialogue open and find out what concerns the client may have.

8. Don’t take it personally. If the client doesn’t sign up, despite your best attempts, let it go. Somehow s/he was not a match for your business and this is ok. By going to shorter consults you can do more of them in a day. Sometimes you do have to go through a certain number of No’s to get to Yes.

9. Avoid adjusting your prices. It’s not worth it for you to drop your prices just to get the client. I have had clients ask for my fees and then say, “Wow. That’s really high.” In the past, I would have responded back in some way. Now I just agree. “Yes, they are.” And, if applicable, I might follow up by offering a product or group coaching option that might better suit their financial constraints.

10. Practice and practice some more. Initial consults flow more easily and proceed more satisfactorily the more you practice them. Aim to make a lot of contacts and practice these skills. You’ll find your confidence and success grow exponentially.

© 2003, Dr. Rachna D. Jain. All Rights in All Media Reserved.

About The Author

Dr. Rachna D. Jain is a sales and marketing coach and Director of Operations for SalesCoachTraining.com. To learn more or contact Dr. Jain directly, please visit http://www.salesandmarketingcoach.com, and sign up for her free newsletter, Sales and Marketing Secrets.

What comes to mind when you think of networking — cocktail parties? Shaking hands and exchanging business cards at a Chamber of Commerce events? Endless lines of people anxious to make you a customer? Sweaty palms and panic?

Networking is not about how many business cards you can collect — it’s about building a long-term and mutually beneficial RELATIONSHIP with another business person. And it doesn’t have to be painful or forced! When you do it the right way — networking is as natural as starting up a casual conversation. Let me show you how…

THE SCENE: MY CHIROPRACTOR’S OFFICE

So I’m reading a magazine in the waiting room at my chiropractor’s office — I’m exceptionally early for an appointment. Another patient walks in — a woman named Susan that I’ve seen there several times before but never spoken to. She sits down and smiles, and we strike up a non-business conversation. We talk a little about chiropractic, traffic (always a popular topic in Atlanta!), and I eventually ask what she does for a living. It turns out that Susan is a personal coach. I tell her that I’m a Professional Organizer and we spend the rest of my waiting time comparing our experiences with clients.

The important point to note here is that our business relationship is starting out as a personal one — just like any other casual acquaintance. You already know how to do this with people — you start up informal conversations every day of your life. But the minute you attach the term “network” to your actions, you also attach a boatload of pre-conceptions and EXPECTATIONS. Don’t think about where this relationship will lead 5 years down the road — just be friendly and interested.

MAKING THE CONNECTION

As the receptionist calls my name for my appointment, I ask Susan for some of her business cards. I tell her that many of my clients are in need of longer term help with their goals than I’m able to give — and would she mind if I referred folks to her when a need arises. It’s highly unlikely that Susan will turn me down, unless she is just overwhelmed with clients. She graciously accepts my offer, and makes the same in return. We exchange business cards and part ways.

Notice that I did not say to Susan, “Send me your clients who need to get better organized.” Instead, I offered to do something for her. Networking isn’t about what you can get, it’s about what you have to give. If you don’t have a referral for that person, suggest an interesting book or article and offer to call or e-mail with the information. Or offer to hook the person up with another professional you know who might also be a good gateopener. But don’t expect anything in return — the minute you think, “What’s in it for me?” you kill the relationship.

KNOW YOUR NETWORK

I got back to my office later that day and called around to a few other friends I knew who either were coaches or had worked with coaches. Susan’s name came up several times, and everyone I spoke to sung her praises. This is important to me — I don’t want to ruin my reputation by referring my clients to someone who provides poor customer service. Be sure to check on the people in your network before sending your clients their way. naive networking can be worse than no networking at all!

FOLLOW THROUGH

I sent Susan a quick note that afternoon telling her how nice it was to talk to her. I also included referrals for two clients who had been looking for a good personal coach. It’s important that you follow-up quickly when you make a new acquaintance. You will really stand out as a conscientious individual if you do what you say you will do when you say you will do it (isn’t it sad that it’s not the norm?!) They say that you never have a second chance to make a first impression, but that’s not always true. Sometimes, the impression that sticks with a person is the one that comes after your follow-up note or call.

BUILDING THE RELATIONSHIP

It’s not required that you refer clients to every networking contact you have. Whether I send any work Susan’s way or not, I’ve laid the foundation for a long and prosperous relationship. I keep in touch with Susan by clipping articles that might interest her, letting her know of business functions that she may want to attend, and getting together for coffee every once in awhile. She thinks fondly of me because I go out of my way for her. And it has paid off handsomely.

In the year and a half that we have known each other, Susan has sent me 4 new clients, hooked me up with at least a dozen great gateopeners, and given me countless suggestions for growing and expanding my business. Each new person with whom you strike up a conversation has the potential of doubling or tripling your network over time. That’s what casual networking is all about.

Ramona Creel is a Professional Organizer and the founder of OnlineOrganizing.com — a web-based one-stop shop offering everything that you need to get organized at home or at work. At OnlineOrganizing.com, you may get a referral to an organizer near you, shop for the latest organizing products, get tons of free tips, and even learn how to become a professional organizer or build your existing organizing business. And if you would like to read more articles about organizing your life or building your business, get a free subscription to the “Get Organized” and “Organized For A Living” newsletters. Please visit http://www.OnlineOrganizing.com or contact Ramona directly at ramona@onlineorganizing.com for more information.