What are your thoughts about money?
Recent clients and associates have expressed their thoughts to me regarding money. It became clear however you think or feel about the subject will have great influence on whether or not you successfully convert your prospects into clients.
If you are not comfortable speaking about money and fees, you will never connect the dots for your prospect of why they should pursue your services. And most certainly, you will not get to the point of asking for the business. Unless you can overcome the situation, you will most likely not remain in business. Your attitude toward money determines your level of success.
Tips to Sell Value:
1. Conduct in-depth conversations to find several needs
2. Understand where challenges lie
3. Question the ramifications of each challenge
4. Ask about desires for resolving the obstacles
5. Ask how it would improve their life if they could overcome
6. Ask their valuation for resolving the conflict(s)
7. Answer how you can help bring about resolution
8. Paint a big but realistic picture of improvement with your service
9. Ask how your picture sounds
10. Ask, “When would you like to get started?”
11. Develop packages and customize programs to help your clientele
12. Succinctly and professionally relate all that you offer and your fee structure
When you have the mindset to listen and help your prospects, your results will improve ten-fold. You will be seen as a leader and one who can help resolve challenges. Once this is in place, all you need to do is ask one more question, “When would you like to get started?”
As you pose your question, your prospect should have seen the value you bring and will then offer a timeframe to begin. It is at this point where you must confidently state your fee structure and options that are available. It is the honesty and integrity in dialogue, and building of relationships that will make the difference in your business development and help you to close more sales.
When you speak with confidence and lead the conversation, you will find it becomes a very Smooth Sale!
