How to Get More Clients Without Being Pushy

How to Get More Clients Without Being Pushy

Register Now » As someone who travels the country for a living, one of the questions I get asked is, “As a service professional, how can I get more clients without being pushy?” Because let’s face it: getting clients as a coach, consultant, speaker, lawyer, chiropractor or other service-related business can be especially challenging, simply by the fact that you don’t have a physical product to sell! Or better yet, how can Sally CPA engage you in a sales process that would make you consider hiring her services, without making you feel like you’re getting a hard sell? The consultative sales approach is a nifty little client acquisition strategy because it allows service professionals to educate and ask, versus the traditional approach, which is all about convincing and cajoling. So, how can service professionals integrate this approach into their practice? Here are some questions I ask when I’m actively engaging a prospect. Notice these questions are focused on understanding their situation and getting a feel for how you might be able to help. Instead, give them enough so they think, “Boy, this is some really good stuff and I haven’t paid a dime. This is my favorite part, because most people think the consultative sales approach is simply about educating and waiting for clients to fall in their laps, and that is absolutely not the case. Here’s what I personally say in my coaching business: "Well Sally, it sounds like you’ve definitely been heading in the right direction the past few months in terms of growing your practice, but as we discussed, it also sounds like there are a few areas where you still might be stuck. So there you have it: a quick, easy-to-implement process for getting more clients without feeling pushy.

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How to Get More Clients Without Being Pushy

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As someone who travels the country for a living, one of the questions I get asked is, “As a service professional, how can I get more clients without being pushy?”

Because let’s face it: getting clients as a coach, consultant, speaker, lawyer, chiropractor or other service-related business can be especially challenging, simply by the fact that you don’t have a physical product to sell!

Restaurants have food.

You can see that product. You can smell it and taste it.

Retail shops have clothes. You can see them, touch them and even try some on before you buy.

But, how do you decide which CPA you want to use for your taxes?

Or better yet, how can Sally CPA engage you in a sales process that would make you consider hiring her services, without making you feel like you’re getting a hard sell?

Well, the answer starts with the consultative sales approach.

The consultative sales approach is a nifty little client acquisition strategy because it allows service professionals to educate and ask, versus the traditional approach, which is all about convincing and cajoling.

Everyone loves to buy, but no one likes to be sold!

So, how can service professionals integrate this approach into their practice? Great question.

1. Ask good questions.

This is absolutely critical since it gets the focus off of you and onto your perspective client. Here are some questions I ask when I’m actively engaging a prospect.

  • So what made you decide to talk to me today . . . is there a specific challenge or circumstance you’re facing right now?
  • What have you done to address this situation prior to our discussion?
  • What were the results of…

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