2012年(464)
分类: Delphi
2012-06-27 18:01:15
How do you decide if you should go the "extra mile" to land a client? Sometimes a prospect will ask for an extra step in order to close the sale. For example, he or she might want to meet you in person before making the commitment to work with you.
When you are starting out, you might be willing to accommodate a request like
this. Initially, I met people in person, offering to meet them just a 15-minute
walk from my apartment and the whole process could take nearly two hours to
close. In time, I realized I could speak with two to three prospects by
telephone in the same amount of time it took to meet one in person. And when you
have 25 - 30 clients, your time becomes more limited and you won't be able to do
this type of thing.
With time you will see how non-ideal clients can suck
your energy dry. While you want to help people, you also want to train them in
how to best work with you. I recommend having your VA call a prospect who hasn't
sent in his or her questions to reschedule the call to give them time to
complete their homework first.
Your Client Attraction Assignment
This week, as you speak to prospects and conduct your consultations, notice
who your ideal clients are. And also take stock of those wishy-washy people who
are not your ideal clients. Be brave, be direct and let them go if it appears
they are not your ideal. Give yourself permission to walk away and instead put
time into seeking clients who are ready to do the work and achieve the success
they desire.
Another place to draw the line is when a prospect doesn't
complete your questions prior to your consultation call. Early on, you may be
tempted to go ahead and do the consultation anyway. But, what you might be doing
is wasting time on a prospect who will not be your ideal client. A person who
does not comply with your initial requests can turn into a time waster and drag
you down.
In the beginning it's sometimes good to take on these wishy-washy clients because it will help you develop a tough skin and clearer view of people who are not your ideal clients. You'll learn what you don't like and discover what works better. After a while, you'll become compassionately ruthless about who you work with and who you don't. The last thing you want is to be resentful about taking on a client who is not ideal, which will only make your heart sink.