Yesterday, I urged you to take steps to weed out non-buyers, price shoppers, and problem clients before you speak with them. Clearly, some will slip through.
That’s okay. You want to talk to them, even if ultimately they don’t hire you, because the more conversations you have with prospective clients, the more clients you’ll get.
True, you’ll talk to people you don’t want to work with. You’ll also talk to people who are harder to land. But math is math.
More conversations equals more clients.
In fact, daily or weekly conversations should be a metric you focus on increasing. Talk to more prospective clients this week than last week and your practice will grow.
You want to talk to people so you can ask questions, diagnose their problem, and propose a solution.
You want to find out their pain so you can show them how you can alleviate it.
You want to build rapport and show them that you care about helping them.
And you want to help them to focus on making the decision to hire you (or come in to see you) if that’s what’s best for them, or if they’re not ready to do that, to feel good about you and remember you when they are ready.
Some of this can be done via email and filling out forms. But nothing beats a conversation.
I’m guessing you’re pretty good at having these conversations, that is, you have a high sign-up ratio. If not, you’ve got some work to do to get better at weeding out prospects who aren’t a good fit for you or closing the ones who are.
If you already sign up a high percentage of the people you talk to, your weekly task is to ask yourself what you can do to have more conversations. Because more conversations equals more clients.
Marketing by the book
