Make Your Leads Count
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We all know that just getting to meet a prospect is half the battle. However, no matter how you're getting your leads (hopefully from us!), it's important to think about how you approach that first contact with the client. Senior Market Advisor has written a great article on Five ways to make leads count. A common mistake is to immediately try selling the potential client, without ever listening to what their individual needs may be.
Noted Author and business coach, C.J. Hayden says in the article:
...the key is to really listen, and respond to what you hear very specifically, instead of with a standardized script. “Then offer him or her something for free, with no strings attached—a guidebook, an assessment quiz, a checklist, an online resource, or a class, for example—that addresses the individualized issues your prospect raised. Your free offer needs to be truly a useful gift, not just another vehicle for a sales pitch