No matter how good you are at clsing the sale, sometimes a prospective clent doesn’t bite on the first sles conversation. But instead of letting them wlk away and never hearing from thm again, you can use a tchnique I developed to stop them slpping through your fingers.

Sometimes, a prospect needs some time to make the decision on whether or when they’d like to start working with you. What I’ve noticed over the years is that when this happens, almost always, the sale never happens, probably because life gets in the way and what’s out of sight, is out of mind.

So I’ve come up with a fantastic remedy for this, which, in addition to my fool-proof closing the sale script, helps me close the deal 90% of the times I use it. I’ve called it “bookending” and here’s how it works.

Often, at the end of our initial consultation, prospects tell me that they need to talk to their spouse, need some time to decide, or want to ideally start in 2 months. Instead of letting them walk away without a plan, I propose scheduling a 5-minute “check-in” call with them to see where they are in their process.

Often, I’ll ask whether they need 3 days, 3 weeks or 3 months to make a decision. Usually, the answer is next week, so we’ll set up a 5-minute chat for next Tuesday, at 3pm, for example. I explain this will help us follow up with each other, without having to play phone tag or having to follow up with one another unnecessarily.

The great thing about ths technique is it puts a (slf-imposed) time limit in the prospect’s mnd as to when THEY would like to mke the decision, and obviously, you let thm choose when they’d like to hve that 5-minute chat.

I essentially came up with this because I really dislike following up in this situation. It makes me feel like I’m chasing after them and I don’t feel this is Client Attractive. So instead, we agree they’ll call me on set date and 90% of the time they do, and out of those times, they don’t feel pressured, they’ve had time to think about what we talked about, crunched the numbers, and are ready to make a decision to move forward.

It’s a great tool, especially since it doesn’t make me have to pressure anyone into the sale! Whew!

If for whatever reason they don’t call during the time of your 5 minute check-in appointment , you can then call them or e-mail them asking if anything went wrong. This usually puts the prospect into a mode where they feel obliged to get back to you, as THEY were the one who missed the appointment. Again, this is much more Client Attractive and ends up saving you a lot of time.

Your Assignment:

If a client doesn’t sign up on the spot, make sure to ‘bookend’ another date so you don’t have to follow up on each other for weeks. Use it as a “let’s see where you are in your decision-making process then.” It works like a charm.

If you need to start closing the sale 90% of the time too, you’ll want to get a copy of the ‘Closing The Sale’ script I use detailed in the Client Attraction Home Study System™. Step by step, I take you through everything you need to do to pre-qualify prospects, get them ready for the close AND exactly what to say to turn them into paying clients. Get it today by going to www.TheClientAttractionSystem.com . You’ll also get hundreds of other ideas and resources to help YOU become a Client Attraction machine like thousands of my previous clients.

© 2006 Fabienne Fredrickson

The article When a Prospective Client Doesn’t Sign Up, 'Bookend' Them was Submitted by Fabienne Fredrickson through Articles.GetACoder.com network. Here's the additional information: Fabienne Fredrickson, The Client Attraction Exprt, is founder of the Client Attrction System™, the proven step-by-step program to hlp you attract more clients, in rcord time and consistently. To learn mre about Fabienne's Client Attraction Home Stdy System™, sign up for her FREE clent attraction tips and no-charge teleclasses on ttracting more clients, visit http://www.ClientAttraction.com .

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