Narrow the Gap Between Prospect and Paying Client

Having a ton of prospects is fantastic, but it doesn't pay the bills. Some relationships take years to mature, others just minutes. Wouldn't it be great to know how to move your prospects along the path to paying client faster? Well, here are some tips to get you started:
  • Identify a list of prospects that you absolutely know you can help, and it would be a travesty if they didn't do business with you. You may have read about this here.
  • Be committed to staying in the process until. Until one of four things happen: 1 ~ They hire you. 2 ~ They die. 3 ~ They go out of business. 4 ~ They send you a cease and desist letter.
  • Develop a "touch funnel" to stay in touch with prospects. You'll need to decide: Who needs to hear from you, what they need to hear, and how often. Create a master list of contacts and for each contact, get intentional about your relationship. Decide if they need to hear from you monthly, quarterly or just once a year. Decide what you'll say, send or share ... an article, an invitation to an event or just a check-in/follow-up call. Touches build relationships. Too many touches can be overwhelming, but not enough touches can cause you to miss opportunity.
Take the above steps will ensure that you're at the right place, at the right time, in conversation with the right people. Luck is when preparation meets opportunity, and by taking the right actions you'll definitely be increasing your chances of good luck happening.

No comments: