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The official blog of Touching Clients.
Turning Your Prospects into Clients
Published on September 30, 2011 by kwoodcockOne of the challenges we often hear at Touching Clients is about conversion or “closing the deal”. There are certainly no guaranties that even if you do all the correct things that a deal will definitely happen. The fact is there are some outside circumstances that you cannot control, however if you are consistently performing a well rounded marketing initiative you should be filling your pipeline with qualified prospects.
In this post we will discuss some of the areas we review with our clients when it comes to closing.
When you are working with a targeted audience, do your homework. What does this mean? Find out what associations that your audience is a part of. Look over what credentials they need to have to practice their craft. Review which trade magazines are typically subscribed to by their profession. The more you can align yourself with their train of thought the better off you are.
TIP: It used to be common practice for Salesman to wear suit and ties to every sales call. In today’s environment over dressing can be harmful as well. People want to do business with people who are like themselves. So if you are going to the attorney’s office to pitch them your new initiative, yep break out the suit and tie but if you are going to a software company you may want to research what their culture is like. You don’t want to be seen as the stuffy-square guy either. A lot of this type of information can be found at www.glassdoor.com . It is written by job candidates but the information is very relative to sales calls.
By the time you have scheduled the closing meeting you should have a historical perspective on what other relevant products your client has tried. Make sure when you are gathering this information earlier in the sales process that you make note of what worked well and any negative experiences. Align yourself with the positive and directly state how whatever negative experiences they may have had will not occur because you have safeguards in place and provide examples.
Gaining a prospects confidence and proactively removing any inhibitions is a critical step. It is here typically the decision maker starts questioning themselves as to “why wouldn’t I do business with this firm”.
We hope you find this helpful – happy hunting.
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100 Responses to “Turning Your Prospects into Clients”
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Isom Dental & Orthodontics: Blair A. Isom, D.D.S.
6690 Grand Montecito Parkway Suite 110, Las Vegas, NV 89149
(702) 645-1323
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Hello.This article was really motivating, especially since I was searching for thoughts on this topic last week.
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I just required some information and was searching on Google for it. I visited each page that came on first page and didn’t got any relevant result then I thought to check out the second one and got your blog. This is what I wanted!
Hi there! I could have sworn I’ve been to this website before but after reading through some of the post I realized it’s new to me. Anyhow, I’m definitely delighted I found it and I’ll be bookmarking and checking back frequently!
thanks for the great post. it reminds me that i have to bring more structure into my blogging. your blog is very interesting. please let me know how to go for your rss blog.http://www.frasesparacelular.com
Thanks – my RSS feed is http://feeds.feedburner.com/TouchingClientsBlog
Great post however , I was wondering if you could write a litte more on this topic? I’d be very grateful if you could elaborate a little bit more. Cheers!
Wow that was unusual. I just wrote an really long comment but after I clicked submit my comment didn’t show up. Grrrr… well I’m not writing all that over again. Anyhow, just wanted to say excellent blog!
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My partner and I absolutely love your blog and find almost all of your post’s to be precisely what I’m looking for. Do you offer guest writers to write content in your case? I wouldn’t mind writing a post or elaborating on some of the subjects you write regarding here. Again, awesome web site!
Sure, send a link / doc to info@touchingclients.com. So I can review your subject matte…r
I love this blog, thanks for posting it, Sincerely Jeff
Isom Dental & Orthodontics: Blair A. Isom, D.D.S.
6690 Grand Montecito Parkway Suite 110, Las Vegas, NV 89149
(702) 645-1323
Great glad you like it
Heyyy I just wanted to take a moment to say I really like reading your Site!
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Hmm it looks like your website ate my first comment (it was extremely long) so I guess I’ll just sum it up what I had written and say, I’m thoroughly enjoying your blog. I as well am an aspiring blog writer but I’m still new to everything. Do you have any helpful hints for rookie blog writers? I’d certainly appreciate it.
Thanks – Write about what you are comfortable doing, then it comes natural / enjoyable. Check out the book “Crush It” Gary V it is a couple of years old but has a great checklist for getting your blog rolling.
Woah! I’m really enjoying the template/theme of this website. It’s simple, yet effective. A lot of times it’s hard to get that “perfect balance” between user friendliness and appearance. I must say you have done a fantastic job with this. Also, the blog loads super fast for me on Safari. Excellent Blog!
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We do the site and sites for our clients – http://www.touchingclients.com/website-design/
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