Thanks for joining today’s blog. Whether you tuned in to our weekly IG Live or gearing up for our free workshop, “Sales for Introverts,” I’m thrilled to share tips that will help you close more clients. If you’re aiming to improve your sales close rate, mastering the client qualification process is essential.
Rush to Close: What Went Wrong?
Starting out, I made the common mistake of rushing through the qualification process due to the excitement of new projects. This led to either being ghosted or outright rejections. The key to improving your close rate lies in a thorough, multi-step qualification process to ensure that both you and the client are the right fit.
The Multi-Step Client Interview Process
1. Initial Contact and Reconnaissance
Begin by reaching out to the referral source to gather backstory and impressions about the client. This provides valuable context before direct contact.
2. Phone Interview and Pre-Meeting Info
Conduct a phone interview with targeted questions to understand the client’s needs. Follow up by sending information about your work process and commonly asked questions. This educates the client and sets clear expectations.
3. On-Site Meeting and Observations
During the on-site meeting, observe body language and interactions. This offers insights into whether the client is a good fit for your services.
4. Final Proposal
Only after these steps should you send a proposal. This structured process increases your close rate and ensures you’re engaging with well-qualified clients.
Recognizing Good and Bad Opportunities
1. Setting Minimum Fees
Establish a minimum fee that justifies your effort, regardless of project size. This sets a baseline for the value of your work.
2. Understanding Cost and Value
Be upfront with clients about costs, using data from past projects to give accurate estimates. This builds trust and sets clear financial expectations.
3. Saying No and Declining Professionally
Learn to professionally decline projects that aren’t a good fit. Avoid throwing out high numbers to deter clients. Instead, evaluate each opportunity genuinely and politely say no if it doesn’t align with your goals.
4. Asking for a Decision
When you find a project that excites you and meets your criteria, ask the client, “Have I provided you all the information you need to make this decision?” This ensures any lingering questions are addressed promptly.
Join Our Free Workshop: Sales for Introverts
Join our free workshop, “Sales for Introverts,” on Thursday, the 25th at 9 a.m. Pacific / 12 p.m. Eastern. This workshop will help you refine your client qualification process and bolster your sales strategies. Don’t forget to sign up using the provided links and send in your recent sales frustrations – we’ll workshop real scenarios live to improve your close rate.
Increasing your close rate revolves around having a structured approach, understanding client needs, and effectively communicating your value. Our upcoming workshop will delve deeper into these strategies and help elevate your sales game.
Thanks for tuning in. I hope these steps to better client qualification help you aim for that 90% close rate. Be sure to sign up for “Sales for Introverts” and transform your sales process. See you soon! Click here to listen to the full episode! And make sure to keep up with my other blog posts!
Take care,
Pam