Have all your qualifying questions written down. Don’t “wing” this part. Remember, answers to these questions will help determine if you’ll move forward with next steps. Don’t have a qualifying questionnaire? Download your freebie here.
3. Services and Fees follow-up PDF
Don’t overwhelm your prospect on this call. Let them know you’ll send a follow-up email with a PDF outlining your process, services and fees associated with your work, agreements you will enter into with them, etc.
4. A quiet and relaxed space, free of distractions
You cannot have your head “in the game” if your attention is in 15 different places. This is the reason for blocking out time on your calendar. Respect your time and your prospective client’s time by being fully in the moment. You don’t want to miss any cues in the conversation that could be detrimental.
5. Your appointment calendar on hand
During my years in sales, I learned the importance of capturing commitment from the client when they are standing in front of you. Gives them less opportunity to think or go elsewhere. In this case, when they’ve agreed to your fees and your process, capture the next appointment right then and there.