Once you’ve identified that this person/potential client is truly interested in the services you offer, the best thing to do is have an in-person meeting. At this meeting, you want to build rapport, connect face to face and eye to eye. This is where you get to allow your personality to shine so that you can easily connect with a potential client. People need to know that you are who you say you are.
Not every client has the same needs, so it’s super important to put your listening ears on! You may want to offer A, B, and C services BUT in reality, what they need most right now could be D, E, and F services.Do NOT try to “sell” a client – EVER! Instead listen for what their needs are and then ASK them how you can help.What are their biggest issues and concerns that are negatively impacting their life? How can you align what you OFFER to help them with those needs? When determining wants and needs, you are listening not selling!
Once you know what they truly need, what services and or packages do you offer that would BEST serve their needs? This is all about being of service to someone else and NOT just trying to make a sale for yourself. You need to always remove yourself from the equation… otherwise this process will feel icky, and no one wants to feel icky when they’re building a business.Be sure to present your services based on what your client (or potential client) told you was important to them.
Allow your potential client to choose between 2 or 3 options that would align with what their desired outcomes are. Do they want more time on the weekends to be with family? Do they want more time to focus and build their own business while YOU manage all the mundane tasks getting in the way? Perhaps what they really want is an organized office that feels welcoming.You always want to sell on value, NOT price. What is the BEST solution for meeting their needs and helping them obtain the solutions they so painfully desire?
Welcome readers! If this is your first time reading my blog, thank you for stopping by! As a concierge who has built a successful business, I have decided to help other budding entrepreneurs do the same! As the Founder of The Concierge Academy I write about specific topics and marketing strategies that Work for our industry!
It’s not always easy to build a service-based business. Many see it as an intangible, but you can build a profitable and flourishing concierge business!
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