Feb 6, 2019
If you're in a service business, the initial call is the single most important step in the process of taking on a new client. The initial call is what sets up the relationship and allows you to communicate the expectations on the front end.
In order to perfect the initial call here are 3 things we would tell you:
1. Stop owning the questions! When the prospect asks you a question such as "How much do you charge for _________?" Answer a question with a question and take control of the conversation!
2. Be great at asking open ending questions. The ability to ask questions is the greatest asset you have.
3. Bring the prospect to the proper realization. The person calling you is calling about one thing, when most of the time, they have many problems that need to be solved. Bring them to the proper realization and qualify them so there are no surprises when you give a solution or diagnosis.
This is what will help you have HAPPIER CLIENTS, BETTER RESULTS, MAKE MORE MONEY, AND ENJOY THE RIDE!