CONVERTING PROSPECTS TO CLIENTS

This is an outline of our "Converting Prospects to Clients" seminar, including links to relevant information.

This is a process that starts with creating prospects through your internal and external marketing. Best when part of a system for getting the word out about you (external marketing) and building your relationship with your prospects (internal marketing).

1. HOW TO CREATE PROSPECTS

Best way to create prospects is word of mouth referrals

(refer to "Endless Referrals" seminar and grid here)

External Marketing- website features (quiz, response form, survey, audio, autoresponders, etc), advertising, presentations, publishing books and/or articles, radio, press releases, co-marketing partnerships, etc.

Internal Marketing- stimulating word of mouth, e-programs, newsletters, niche community, etc. Continually add new products and services to your business to continually stimulate interest

2. HOW TO ENGAGE PROSPECTS

Once someone becomes a prospect, you engage them primarily though your internal marketing activities (refer to "How to Create and Use a Call to Action" available here)

Indirect calls to action- subscribe to newsletter, register for teleclass or e-program, download e-book, visit website for....

Direct calls to action- telephone or e-mail for initial consult, response form from website, etc.

3. HOW TO ENROLL PROSPECTS

Engage in "enrollment conversation" on telephone or in person

-"Broad" such as "sample session" "intitial consultation"

-"Specific" such as assessment, service, consult about specific issue

4. FOUR CLOSING QUESTIONS

1. Has this been helpful to you?

2. Would you like to continue this conversation sometime?

3. When is good for you?

4. Do you know anyone else that can benefit from what I do?

5. OVERCOMING OBJECTIONS

Only if prospect appears interested and attracted Most objections are fear-based. Help prospect overcome fear (Use sample questions available here)

6. OVERCOMING YOUR OWN RESISTANCE

Bluebirds vs. Boulders... be sure you are not passively waiting for bluebirds

Continually follow up your prospects... follow up, follow up, follow up

Accept 24 hour challenge, follow the steps outlined here