Years ago, the formula to convert prospects to clients involved a lot of networking and countless meetings with a prospect. You would chase after your prospect with endless follow up calls that went nowhere. Months, even years passed between your first meeting and enrolling them as a client into your programs, products, or services.
With each passing day, you find yourself in pursuit mode rather than having your prospects choose you. If you’re feeling this way today, there are two major reasons this is happening:
1. You spend too much time talking with people who are not your ideal client; and
2. Your sales process has no leverage.
First, make sure you’re networking in the places you find your ideal client. Remember, if you’re saying, “I work with anyone who…” those five words kills a sale or referral every time.
People can’t wrap their hands around vagueness. When you say that you work with anybody, they can’t get the image of exactly who you work with so it’s hard for them to send you referrals or even see themselves in your description. When you are exact in describing your prospects, it paints the picture in your referral source’s mind on exactly the right referral to send your way.
Second, the one thing hasn’t changed in enrolling a prospect to a client is building relationships and trust. What has changed is that automation can help you to build relationships and cultivate trust.
When automation is implemented at just the right times in your sales process, you can reverse the sales process so your clients choose you instead of you chasing them. As you engage with your prospects, learn more about them, and educate them, they will begin to see what’s possible for them by working with you.
The other benefit to having your system educating and keeping in touch with your prospects is that you are top of mind when they are ready.
If you resist systems or even the mention of it gives you chills, join me for my webinar on your natural wiring – Power Up! People, Performance, and Profitability on:
- February 24, 2016
- February 25, 2016 or
- March 10, 2016
(Your reaction to creating systems can be tied to your wiring!)