For a lot of people asking for the sale or for money in exchange for a service can be very uncomfortable. For some the belief that we can keep the conversation going and give out freebies will eventually get the client to make the sale, is a mistaken notion. Clients tend not to value your services or advice until they have paid for it. So how do you drop the free advice and make the sale. (Image credit: Flickr)
Here are a four steps to help you make the sale.
1. Make sure your potential client knows and understands what you can achieve. Use previous results, testimonials and endorsements to underline this.
2. Do a bit of research on whom you will be meeting and their business in order to find common ground. Remember people will buy when they like and trust you. So discover what they are passionate about and if possible use that as a means of deepening their understanding of you.
3. Know when and where to draw a line in the sand. whilst you need to let the potential client know that you are a capable, reliable, dedicated and solution oriented person, you also need to let them know you normally charge for your time at your rate of $X per hour. Then go for the close and ask them of the sale.
4. Probably one of the hardest things to do is to establish yourself as a though leader and as a reputable person in the industry. However activities like publishing a blog, contributing to magazines or trade journals will help position you as an expert in the industry. Speaking opportunities at trade conferences and seminars will also help to raise awareness, reputation and equity of your brand.
Being able to persuade potential customers to use your service or services is a very important skill. So approach them with confidence and make the sale.
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