The process of relating to and understand another person is key in your marketing efforts. Also known as building a relationship of trust, rapport is needing for the clients to feel comfortable in the relationship.
Talk about your prospects business to determine their needs.
When the conversation turns to what you do, the following can be a guide to set an appointment. You should tailor the presentation to their particular needs, but the pattern should still be the same. This is a good general presentation to memorize until you can give it without thinking. When they ask what you do—the answer is: “I’m a Profit & Growth Expert”
Have you ever felt like you paid more in taxes than you wanted to?
Have you ever wanted to take more money out of your business for your family?
Unique value statement:
That’s what I do, I work with small business owners and managers who want to:
Reduce their taxes
Increase their profits
Make sure they’ve got money in the bank, when they need it, to operate and grow their business.
Bold Claim of results:
I can usually help businesses like yours to: (pick one or two that are most relevant to your prospective client):
– double profits within 60-90 days
– get financials in order within 7-14 days
– cut days receivables in half within 90 days
– reduce costs by at least 10% within 30 days
– (others you can think of yourself based on your strengths, and their needs)
Call to Action:
I don’t know enough about your business to say exactly what I could do for you, but I think it would be important for us to get together to find out. I would be willing to give you 30 minutes of my time this next week. I could give you some time on either ________ or ________, which day is better for you? (Make appointment.)
Great. Just have whatever financial information you have available for us to review, and we’ll explore our options from there.
(If they ask about your rate or fees)—-I don’t charge my clients by the hour, but rather by the amount of work I do for them, so until I get know your needs I’d have a hard time giving you any kind of number—-but—If I can’t save you or make you more than you would pay me, we won’t do business.