How to win a new client in 5 simple steps

By Renata
30 June 2012

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When you meet with a prospect, how much do you tell them about your company, products or services? Alternatively, how much of that first conversation or meeting do you spend asking them questions about themselves?

The sure-fire way to win them over is to spend more time getting them to talk about themselves and their needs.

Here in a nutshell is what that first conversation should include:

  1. Ask your prospect what problem(s) they need solved.
  2. Help them identify why they still have the problem.
  3. Help them imagine how life would be different if the problem was solved.
  4. Offer your solution.
  5. Tell them what to do next; provide a call to action.

So the next time you’re talking to a prospect or a potential new client, ask them what their biggest problems are, what keeps them up at night. Listen to their complaints. If you focus on that, and are able to provide a cost-effective solution, chances are you’ll get the sale.

Read the full length article here.

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