If you don’t have a plan stay in the car

If you don’t have a plan stay in the car is the title of a book by Mack Hanan. This title sums up exactly what this article will be about. Before you even touch the phone or set foot on the sidewalk to knock on doors, have a plan.

Here is a plan that has worked for me:

Research

First and foremost you have to know who you are going to contact. You must do your research. Google is always my first stop when starting research. Their news function can give you instantly the most relevant news in accordance to your prospect or his or her industry.

Another great search engine is mahalo.com. This search engine is built upon people responding to the articles in order to drive them up in the rankings. What this means to you is that you’ll get articles that actual people find helpful as opposed to an algorithm.

Overall the goal of your research should be to find problems and the solutions you can offer to your customers problems. If you are a resource to your client as opposed to just another vendor you will be guaranteed to get the appointment. Once you have your problems and solutions you have to call them.

Close encounters

Contacting the prospects correctly is absolutely critical to getting appointment. Sounds simple, but yet many calls still go with about appointments. Remember when you are talking to your prospect your objective is to do ONLY two things, those being:

• Set up a meeting nothing and
• Talk about them and how you can solve their problems

Here is a short script you can use:

Mr. Big I was reading through some industry whitepapers and saw that your industry of X might be experiencing some changes in regards to X, Y and Z what are your plans to deal with those changes?

Depending on the answer you can use them to ask for an appointment of the grounds of showing Mr. Big how you can solve the problems or help him with the changes he just mentioned. Such as:

I see you plan on dealing with X by doing Y and Z, very good. I would like to set up a short appointment showing you how if we work together we can make your solutions even better by doing A and B. Does 2pm next Thursday work for you?

So you have the appointment, now what?!

First contact

During this first meeting you should only focus on:

• Solving the problems you uncovered in your research

• Uncovering your clients buying motives

• When discovering your customer’s buying motives you must ask engaging questions for a refresher on “questions that sell”

• When you look for value what do you look for?

• If you were to loose your largest client today what would happen?

• What do you plan to do to keep them loyal to you?

• When you are faced with a challenge what is the first thing you do?

• How do you plan on increasing your profits and productivity today, next week and next year?

• If you could be doing anything, what would you be doing?

• The list can go on and on, but you get the idea. Uncover what makes them buy and then cater to those needs in your proposal.

In order to have an effective proposal it is vital important to keep your proposal simple and to the point. In fact no proposal should be over three pages. Those pages are as follows:

• Title page
• Challenges page
• Solutions page
• Title Page

Make sure it grabs your clients attention. Maybe put a picture of their business on the front with the title of “How to create an automated revenue stream in three easy steps” Make sure it relates to the problems and solutions you have been discussing throughout your process.

Challenges page

Recap the problems you have discussed along with the effects it has on the clients business both in the present and the future.

Solutions page

Describe again the problems your client faces, but now tell him or her how you will solve their problem by using your product or service. Once you have built upon being a problem solver show the price breakdown of your product or service.

The key to any successful proposal is to lead off with a challenge and the follow it up with a solution. To picture it another way think of a typical infomercial

• Sets forth a problem
• Offers testimonials
• Offers past solutions and how they fell short in solving the problems
• Offers the benefits of using a the particular product or service
• Offers more testimonials
• Discloses the price and gives options for buying with no questions asked or haggling.

After you have adequately solved your clients problems the next step is to simply ASK for the sale. Don’t beat around the bush, just look your client in the eye and say here is what we will do for you, this is what you can expect in return, here is where you sign.

Congratulations you have just made a sale! But don’t stop there, now you have to follow up with your customer.

In order to leave your client with a satisfactory buying experience you must do the following:

• Send them a handwritten thank you note
• Be there for them with answers and a clear way to get in touch with you if there is a problem
• Offer them a lifetime guarantee because you know your product is the best of the best

Remember if you do your research you are bound to find problems that are facing your clients and if you can solve those problems you will be making sales for life. Go into every meeting knowing you are a resource and an asset to your client then present to them why you are such a great asset and you’ll once again have sales for life.

Until next time here is to your success!

Sincerely

Tanata

Источники информации и картинок

https://www.amazon.com/You-Dont-Have-Plan-Stay/dp/0814459366
http://afterward.us/card-design-website/card-design-website-play-your-cards-right-exploring-the-cards-trend-in-web-design/