Creating Conditions for Success
True or False: You can give identical service to a client that has a decided heart and one that is wishing for an easy quick fix and get totally different results. So why waste Client B's money and your time (no referral ever comes from no results)? Creating results and closing deals begins with pre-qualification.
While especially in this economy it is tempting to sign and take money from anything that breathes, this a step that MUST occur before you get face-to-face with a prospect and that can be scary. Think of this as 3 items on a check list you need to check off before you spend your time in a consult with a potential new cleint
1) Require them to show you their desire by 'velvet roping' your program. The velvet rope means only accepted applications get in. Use a questionnaire to ensure that you are going to be talking to someone who desires to do the work. They aren't Client B and they aren't going to be around Client B - it shows those who get in that we are ALL serious. This sets you up to work with people who will get results and get more than their value from your services. Be prepared to turn people away or you will nullify the system.
Steps 2 and 3 forthcoming! Comment on FACEBOOK if you are interested in hearing more.
P.S. TO READ ABOUT STEP 1 IN THIS SERIES "THE NUMBER 1 REASON TRAINERS FAIL" CLICK HERE
