Qualifying a new potential client can be challenging. Consider they may not know or trust you…yet. Using a summary of solutions you offer to support a conversation, can be a great way to help you learn more about the client’s interests (information you want early in the process!).
Educate and qualify at the same time
Showing interest in the client’s goals/challenges plays a large role in developing trust. Clients also want to know you have “been there before”…so providing some education in a non-salesy way can help with this effort.
What kind of solution summary should you use? Do what works for you…some ideas…
A great example – what Susan Rains uses
Susan Rains, Owner – Susan Rains Designs, finds the document she developed to be effective in determining which services a client might have some interest in. Here is a section of her document…
Questions you can ask
Some ideas on questions you can ask while taking a prospective client thru your solutions summary
Take a look at what you already have, try it and enjoy the results!
Feel free to contact me directly for ideas and/or help on this or other topics!
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