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Making a potential client a client

Have you ever been in a situation during a sales pitch to a potential client and think why aren’t they racing to sign the bottom line?

Often doing a pitch can be quite nerve-wracking, especially if they ain’t buying what you’re selling. So how do you encourage them to sign on with your business?

We’ll I’ve been in hundreds of pitches and know the one thing that stops every potential client. Its doubts. Often customers have in their mind something that they’re expecting or feel like you’re not addressing. Now is the time!!! You need to make sure you get to that point and ask your future client then and there “How can I address any other queries that you may have?” or better yet “is there something you feel I’ve left out”?

This will do multiple things for them; show them that you care about them and their business by asking them questions. Once they have asked the question(s), your response needs to address what they are concerned about. Identify to them that you are only here to help them and be a part of their team. This will help fill them with confidence that you (or your business) is ultimately the right person for the job.

One thing to always remember is that questions equal curiosity and lack of understanding. When being asked a question as an expert, your response can be crafted in a way that addresses their concerns and elucidates your knowledge. Clients appreciate you being transparent with them and feel confident knowing that it is all about them.

This blog post was created after a pitch that occurred earlier today. A middle-aged man, who has completely missed the social media wave was doubting if social media would work for his business. Social media in this situation was most certainly relevant, but it was the questions he was asking that lead me to ask “Is there any other concerns you have about Facebook that I could help you with?” I felt that once that was addressed he jumped to sign the proposal.

My advice: look for signs your potential client might be telling you, listen to their questions and address any concerns with confidence.

Jessica Sarkis