So assuming you have done your home and provided valuable knowledge and information through your marketing material and assuming you have done 80% of Marketing, in this episode (above) I talk about how to convert your prospects into clients.
While Marketing, you had provided value in a generic sense. You take the same template and now on a phone call with a prospect, you provide them value in a specific sense. You understand their business, you understand their goals, you understand what they want to achieve through your expertise and the project in question and you (just like a doctor) give them a medicine (strategy for their business, which includes your process and project) as a solution to their problem.
After doing that, you also mention towards the end of the call, your charges for this solution. IF they are ok with it, and ask for a proposal or you mention sending a formal proposal, then send a detailed proposal.
After hanging up the phone, draft a proposal with detailed offerings, pricing and payment terms and send it to them right away. If you have followed my marketing pattern then these will be extremely good quality leads who would convert right away.
Following this process where my conversion rate has been 80% – 90%.
To download my business templates (proposal, invoices etc) click here.
Let me know if you have any questions. Will be happy to help.