Imagine what business would be like if you didn’t have to pitch and sell or seek out and convince new clients to hire you. Imagine how different your business would be if your pipeline was consistently full and potential clients said “yes” with excitement after only a conversation or two.
Over the years, our project size has increased dramatically, but our approach to consistently making high-value sales with ease is still the same. A successful sales process requires a core understanding of what is most important to buyers and how they make buying decisions.
Learn Your Clients’ Wants And Needs
Before you can even have a sales conversation, you first have to understand what your clients need — and not just their surface wants, but their secret inner desires. They might tell you they want to sell more books, fill a program, sell out an event, fill a practice, or help more people. Every clients wants to achieve those things.
Every client wants to make more money.
But you need to explore beneath the surface wants to figure out why they really are reaching out to inquire about your services — and it’s often not what you think.
Clients want to be heard and validated
Everyone has a varied set of life experiences that shape their views in different ways, especially when dealing with design, which is subjective and emotional. One person might think a design is amazing, while another thinks it is awful. Both perspectives are right, they just have different background stories.