Ready to start converting more of your contacts into actual paying clients - the right clients? It’s not as hard as seems. Knowing the right way to communicate is key. Using this system, you really can raise your closing ratio by 30% - or more. Here’s how …
Step 1: Make a list of contacts
If your books aren’t full or you don’t know where to find people, make sure you’ve read How to Enroll 40 Clients in 7 Days. Using that information, make a list of contacts.
Once you have that list, you're ready for step 2.
Step 2: Get the right mindset.
- If you’ve added someone to your list, then they are in your heart, on your mind, and you are interested in what they are doing. It doesn’t serve you or them to have a second agenda. Your only agenda should be to get to know them, understand what's going on in their life, and listen for a need. If they have a need you can help with, then because you care about them, you can present another chance to talk to you (in a strategy session – AKA sales conversation). BUT, don’t bring it up right there, because that would undermine the authenticity of the conversation.
- When you are reaching out to a contact, whether it’s someone you know or not, it’s important to gauge their interest, find out how you can serve them, and prequalify them for a strategy session. This initial conversation is called a pre-strategy session. Always resist the urge to fly into a sales pitch or share opportunities (other than the opportunity for another conversation) - it is not time for that yet. Keeping the pre-strategy session focused this way keeps the relationship real. Regardless if they are interested or not, you can at least be there as a servant and, if they are not a fit, then you don't have to worry about reaching out again - just put them on a "do not contact" list.
Step 3: Understand how to follow the thread
Following the thread is key in communication. It’s basically common sense but it’s not common enough that we do it. It’s so simple that we skip over it and make it complicated. You don't need to put on a façade or try to act like someone you are not. People need you to be real with them.
Following the thread consists of:
- Asking – start by asking a question
- Listening – listening to what people say in response to your question
- Repeating – repeating back to them a summary of what they answered you using their words
- Relating – this can be one sentence or a story where you relate to them but tie it back in using the same words they used
Then repeat the process by asking another question. The point is to get below the surface answers and find out what’s really going on with them.
Step 4: Reach out
When you first connect with someone remove all fear and judgment, and bridge the gap. I usually say something like, "Hey, this is Tyler, it's been a long time. I just wanted to see how you are doing and what you are up to." Tell them the truth about why you’re calling - and it should be because you care about them. If you don’t really care about them, don’t call.
Step 5: Listen for a pain point
Converse by following the thread – ask, listen, repeat, relate. When you get to the point of conversation where they share a struggle, you should share a short, vulnerable story where you struggled that relates. This helps them open up. Maybe start with something like, "I’ve actually experienced something very similar." As soon as you’re done sharing the story, ask another question. I like to ask, “What have you tried to solve this?” Continue following the thread. I will usually say something like, "Just curious, because this is actually an area that I am really passionate about. I've seen some people get incredible results and saved them a lot of money, time, and pain. My intention in calling you today was to reconnect with you. If you are looking for a solution though, I would love to set up a separate conversation with you where we can talk more about that.”
Step 6: Prepare them for a strategy session
The key point to this is diffusing possible objections that come up while telling them about what to expect in the strategy session. Here’s how …
Tell them it’s a free conversation and that you will cover the issue they talked to you about. Explain that you’ll share your blueprint or system to help them shift out of that pain point, and that if something resonates with them you’ll share some opportunities to work with you. Make sure you tell them that if it doesn’t resonate with them it’s OK, and maybe they’ll know someone who you can serve. By doing this, they know up front that you’re going to make an offer. They also know you’re still going to be friends even if they don’t move forward with your offer. This also seeds for referrals.
Step 7: Send a questionnaire
Have a questionnaire ready for them to fill it out in advance of the strategy session. This will save you both a lot of time and help you better understand where they’re at and what they need. If you need a template for the questionnaire, reach out and we can hook you up.
Using this process, you’ll be able to convert anywhere from 70%-80% of the people you talk with because you pre-qualify them, preemptively diffuse objections, and show you really care.