Tip #1 Pre-qualify Your Prospective Client
This ensures that you don't waste your valuable time or theirs when there is not a match - you need to pre-qualify your prospective client. Ideally you want a screening process so you don't even begin a sales conversation unless the person meets your ideal client criteria.
As soon as it becomes clear to you that you cannot help them or do not wish to, then tell them so and if possible offer a suggestion for a more suitable resource. They'll thank you for it and you can move on to finding more of the people you are meant to serve.
Go easy on yourself when you are looking at your 'conversion rate'. If the person you are talking to is not a match - then they never were a prospective client. It's those people you know have a problem that you can solve, who don't hire you, that are a missed opportunity for both of you.
Tip #2 Be clear about the objectives of the sales conversation
There are three main objectives of having a sales conversation. Keeping these in mind allows you to stay focused on the outcome:
1. Find out if you are a good match for the client and vice versa.
2. Identify the problem your prospective client has. Demonstrate the value of your products, programs or services to solve their problem (aka the benefits to them) so they can make an informed buying decision.
3. Make an offer and complete the transaction or at least get a deposit by way of commitment.
Tip #3 Use a script
Until you are a master at having the sales conversation it pays to use a script. Of course each conversation will vary because you are having a two-way dialogue but you still need structure and a script provides that. Once you know the sequence and questions to ask you can create your script to lead you through step-by-step. Each building on the other in a deliberate and logical way so nothing is left to chance.
There are three main reasons for having a script:
1. A script will ensure you meet the objectives you set out to achieve which means you will make more sales.
2. A script lets you concentrate on the conversation so that you stay on track. And if you do wander off you can easily get back to ensure you cover all the important information to assist the sale and don't leave anything out.
3. A script means you can see where you are going wrong as well as what's working. You can continue to test and tweak until you are getting the results you want.
You'll know when you've mastered having sales conversations because not only will you be making more sales and getting more clients but you won't need your written script anymore! By then you will have internalized the process and be doing what comes naturally.
By Kathleen Ann
Image by Bobby Flowers
Small business marketing expert Kathleen Ann is the "Marketing Champion for small Business and entrepreneurs." As a Certified Money, Marketing and Soul Coach Kathleen delivers breakthrough marketing strategies so heart-centered entrepreneurs can Brand, Package and Price their services to quickly create more money, time and freedom in their business. For free articles, free resources and to sign up for her free audio and transcript "7 Must Know Secrets to Business Branding Success", essential Branding strategies to help you attract qualified ideal clients in droves, visit http://www.powerupyourmarketing.com