Don't have an account? To participate in discussions consider signing up or signing in
facebook connect
Sign-up, its free! Close [x]


  • okay Create lasting relationships with other like minded women.
  • okay Blogging, let your voice be heard!
  • okay Interact with other women through blogs,questions and groups.
  • okay Photo Album, upload your most recent vacation pictures.
  • okay Contests, Free weekly prize drawing.
  • okay Weekly Newsletter.

Don't we all want to Win the Client on the First Meeting? Yeah, sounds about right, isn't it. However, it is not that simple. There's a right way to convert a potential client into a client and there's a wrong way. The difference is: whether they sign up with you or they don't. Here's how to do it right:

1. Offer three levels of pricing:
You don't want to come off as pricey and unaffordable. After all, you want them as a client. But, if you offer a too low price – you may come off as cheap which is equally as dangerous. You'r client won't put in the effort they would have if they've paid way beyond thier comfort zone, and you will resent working for such a small amount. The solution is – create a high price package where you charge all that you want, take off many of the features and create a middle rage package for the average client who will want results but not that badly. Then take off many more features and create your "on a budget package"

2. Show-case your track record:
It's importnt that your client knows who you've trained with, the happy clienits that you had, the results that you produced. If you have all this – great! – you can command a higher price with ease and your prospect will trust you much faster. As a bonus- if your prospect know all this before they meet with you, then, they already trust you and all you need to work on now is: for them to like you. Now, if you don't have tons of experience, are you confident that you can bring in results? If yes, share one similar struggle to your prospect's and how you successfully overcame it and ... trust is built.

3. Talk about opportunity cost before you talk about price:
Can you answer the question: what would happen if your prospect does not hire you? Are they going to get by, strive, or sink into more troubles. Answering this questions has a lot to do with knowing your client, knowing what they really want and how they talk about it. But, if they are already in front of you, ask the question and listen carefully their answer. If your solution does not fill in the gap they have between there they stand now and what they wish for themselves, or if it does but you do not explain this to the potential client, your chances to get the sale are much lower. But if you do a great job in making this gap visible to the prospect, when you tell them your price they'll most likely be thinking: If I don't spend that money, X may happen.

4. Remind yourself that you run a business:
Of course, you need to first Be Clear If You Have a Business or You Run a Hobby. Most likely, if you read this article, you're in business. What that means is – you're doing what you're doing to make a profit. That's what businesses are for. So, asking for the business, and asking to be paid are ... natural. for example, I'd quite good at making back massages. I get compliments all the time. But do I charge for it? Not a dime! So, it's a hobby. However, if my business was to be a masseuse, I'd better be charging and I'd better be working in order to meet my expences. The bottom line is: DON'T forget to ask for the business.

5. Start the meeting with the client with the End In Mind:
Have you actually tried it? To prepare your closing technique before you even meet them? Very few people do it, yet it's so important. If you want tmore business, you need to be prepared. Have a clear objective for the outcome of a meeting like setting up the expectation as: "to see if we are a good fit" and then it turns out that their real objective is "to get a new client". Conflict of objectives makes your prospect's mind less clear about what you really want. You goal is help them be clear at all times about your offer, the details of your offer and the opportunity cost if they don't choose you so that when they sign up with you they've made an informed decision and can stick around for long.

Member Comments