Thanks to Aaron Burden from Unsplash for the photo of the pristine winter ornament.
Recently I had the privilege of working with a client who I met online and have known for several years. She’s such a positive person, well-informed in her field, passionate about helping others, and thoroughly soaked in the ins and outs of internet marketing.
She’s been educating herself and becoming a stronger businesswoman ever since I met her. I like her, and I admire her tenacity.
The amazing and sad thing is, despite how active she’s been in her promotions, this woman has yet to have a single paying customer.
We had scheduled our session to discuss email tactics, but when I learned that she was still a ‘virgin’ in this commercial regard, I asked if we might pay attention, instead, to something critical that could change her status much more than an email campaign.
We talked about how to conduct a Free Consultation.
She doesn’t use that title, and you may not either. Feel free to find your own title (that’s a topic for another day). I personally like it because it’s straight forward.
As I say on my web page:
Neither a sales call nor a coaching session, think of your Free Consultation as a customized exploration of howwe might work together to light a fire under your progress
We went through it step by step.
By the end of the call she had a clear outline for conducting a free consultation, a complete and helpful outline that will move the conversation forward and help lead her potential client to a decision. Hopefully, she also understood that the outline will not be enough. She also needs to practice using it.
At the end of the call, I encouraged her to PRACTICE using this with multiple people so she’ll be ready to do her best. I shared a story about one of my mentors who frequently teaches about speaking with potential clients. This mentor, who I know through my ASEA business,** frequently teaches:
Get it down cold to deliver it hot.
This sounds rather “network market-y” and far too pushy for my taste, but there’s a key principle buried here!
Get it down cold.
Getting it down cold has become my mantra for preparedness.
When you’re talking to a potential client, it’s time to ask good questions and LISTEN.
It’s not a good time to stumble around, trying to remember what you’d like to say or what to do next.
And, of course, you’ll be nervous.
So, get it down cold first.
Be so prepared in this ONE area that, when your opportunity presents itself, the process you’re going to direct is thoroughly familiar.
That way, you’ll know exactly what to do.
You’ll feel confident of where you’re going so you can LISTEN.
This is WHY you prepare, and then hyper-prepare.
A few days ago I accepted a producer friend’s invitation to perform as a reader and dancer at her café event for an audience, on a stage, for the first time in 20 years.
Scarey as hell.
But because I had practiced practiced practiced until my BODY and MIND were prepared for the experience, I was able to accomplish what I came there to do:
reintroduce myself to my community as a dancer, read a piece I wrote about the decision to “come back” at the age of 70, get on stage and dance reasonably well to a great piece of music, not fall off the stage, not injure myself, take a bow and pause long enough to take in the generous applause.
Why do I mention this?
Because, to an extent, a Free Consultation is a Performance.
When you hit the stage, if your BODY and MIND aren’t crystal clear about what you’re doing, nerves will kick in and you’ll lose your way.
Your ego will take over and it’s not a good director in these situations.
Your ego could well cause you to “fall off the stage.”
Ideally you would have the presence of mind to conduct your free consultation without repeatedly needing to consult a piece of paper (other than a short outline with very few words on it).
Ideally you would know, because you’ve already done it many times, what comes next so you can listen to your potential new client rather than worrying about what comes next.
By listening, you discover what the person needs and wants, and you can then determine if you are the right person to provide this. Finally, if you ARE the right person, you can begin to share the reasons why you might be a good choice for them.
That’s the whole purpose of the consultation.
Even if you’ve practiced, your nerves will kick in anyway. It’s part of the very nature of performing.
But…
Getting it down cold allows you to represent yourself well and, despite the nerves,
lead your potential client to a decision that serves them.
When we’re prepared, it can be life-changing for our new clients who have finally found someone to help them solve longstanding problems.
Everyone wins when we are prepared
to show ourselves at our best.
p.s. Would you like to schedule a Free Consultation yourself?
Neither a sales call nor a coaching session, think of your Free Consultation as a customized exploration of how we might work together to light a fire under your progress.
** ASEA is an outstanding multi-level marketing company with world-class products I’ve been involved with and using for 11 years. Redox signaling supplement, one of a kind cellular healing. Visit: aGoodLife.teamasea.com (Note: there is no ‘www’ in this web address)
What great advice that I plan on following to the letter!!