Utilize the technique of searching for their biggest pain. Not only what it was, but how exactly had it become their biggest pain? What have they done to try to solve that pain? And how could a website help them solve it?
Utilize the information provided in the Analysis. Before you follow up with the Prospect
1. Stop allowing clients to move into “unscheduled territory.”
Instead of saying things like, “I will call you sometime next week to follow up,” I would say, ” I can call Thursday morning or next Tuesday afternoon. Which works better for your schedule?” Or something like “Do mornings or afternoons work better for you?” Try to give them choices instead of an open-ended question you may not want to hear the answer to. If a prospect was unwilling to schedule a meeting with me, it meant they didn’t want to hire me, so instead of wasting time, I would move to the next opportunity.
2. Never email documents without a meeting.
Clients rarely read your proposals or research, let alone understand what you’re talking about. Written documents are also not persuasive. You need to turn every sales deliverable into a meeting complete with an engaging learning session. Set up a phone meeting, and let them know you will email the analysis to them during your scheduled meeting, and that you will review it together.
3. Stop allowing the clients to lead the way.
While we sell and work on websites every day, it is something the clients will only have bought maybe 1 or 2 times before and quite possibly never at all. They have no idea what the process should look like and what information should be covered. If they have created a process, it is amateur at best (like perhaps submitting a “Request for Proposal” or RFP to companies). Imagine going into your doctor and telling them exactly what they are going to do next…”Um, yes Doc, I need a CAT scan immediately!” (when you have a broken ankle). It is your job to lead the way, don’t leave it up to your customer to tell you what’s next.