Business/Marketing Tip: Your consultation is a continuation of your educational marketing. Dont automatically assume that people are price-shopping just because they ask about price. A lot of times, it isnt that they are trying to find the cheapest provider, the only reason theyre asking that question is a) they dont know what else to ask/how else to discern and compare providers in our business, and/or b) they are looking to see how you handle their questions. And I dont mean how fast you roll over and try to land their business right then and there telling them anything they want to hear. That actually will repel high quality clients who are looking for expertise, not butt-kissers and yes-women. And heres another thing, even if initially they may have been comparing prices, your polished and professional leading of them through your particular consultation and conversion process can sway them even when you arent the lowest priced, and maybe even are the highest priced!
Posted on: Mon, 29 Sep 2014 19:34:20 +0000
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