Ep. 141 – Sale Deconstructed: Initial Consultation Approach Part 1

SIBP-Blog-NEW-4Meeting with prospective clients can be a time-intensive process. It can also be a frustrating one, particularly when those meetings don’t result in a sale. There are few things more disheartening than spending an hour talking over coffee with a potential client, only to have them give their business to someone else.

In this episode, host and business coach Tom Ryan discusses a seven-point plan to make that initial consultation both more efficient and more likely to result in a sale. As always, Tom is joined by co-host and producer Jason Pyles.

• Show opening, reflections on Outback Steakhouse

• The benefits of being at the center of an entrepreneur ecosystem

• Turning referrals and meetings into conversions

• Deconstructing the initial consultation

• The 7 steps for a great initial consultation:

1. 20-minute phone consultation: Don’t automatically invest an hour of your time with every prospective client.

2. Define the goal: Explain the goal of the conversation, which is to determine if your skills are a good match for their needs.

3. Discuss their experiences and their needs: Ask about their business and needs, placing focus on what has and hasn’t worked in the past. (This is also a great opportunity to set expectations for pricing.)

4. Discuss your services: Provide examples of how you solved similar problems for clients, and explain how you can help with their current needs.

• To be continued …

• Sign off, and ways to contact the show

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