How to convert affluent prospects into paying clients

Watch the video commentary HERE

Awareness is good. Building your brand is good. Everything I’ve been sharing with you up to this point is…good.

But it doesn’t mean anything if we don’t convert prospects into paying clients.

So let’s do that.

First a quick review of where we are on this journey

• You’ve identified the specific affluent niche market you want to focus on and have developed an in-depth profile of your ideal client.
• You’ve developed a list of wealthy prospects through a combination of Push and Pull Marketing strategies.
• You’ve built credibility and enormous good will by sending them relevant and interesting information which accelerates the “Know, Like & Trust’ factors that are crucial for building relationships.
• You’ve repeatedly and consistently made an offer of a free consultation, and you have provided compelling benefits for why they should take you up on that offer.
• You’ve set up the Request-A-Consultation form with questions that makes sure you are talking to your ideal prospect.

Which takes us to the last step…how do you convert these prospects into clients??

Based on the information they provided in the form, I’ve got a very good idea about how I’m going to advise them during the call.

Since they’ve requested the meeting, I know they’re interested. It’s in this conversation that I turn them from a prospect into a client.?

This process is known in sales circles as THE COLLABORATIVE CLOSE .?

This is an extremely non-salesy sales close. It’s all about being helpful and asking questions.

I know it sounds too simple to be true, but I’m going to share with you a scripted blueprint for the call.

So let me walk you through it right now.?

There are 3 Steps to this…

Step #1: We begin by asking some questions to find out where they are now, where they want to be and what their desired result is from working with you.?

Ask, “If we were having this conversation twelve months from today and you were looking back, what would have needed to happen for you to be happy with your results?”

I learned that question from a book called “The Dan Sullivan Question”. It’s a great technique and I highly recommend the book to you.

What this causes my prospect to do is to think twelve months ahead in the future, picture himself having worked together with me as a client, and then telling me exactly what needs to happen for him to be happy. That gives me a very clear idea of where he wants to be.?

Next, I ask him questions to find out where he is now and what he wants to achieve. I’ll ask, “Do you think that would be helpful?” “Do you think that might work?” Through this I’m uncovering the steps he needs to take in order to get to where he wants to go. I’m not telling him what he should do-I’m merely suggesting ideas.

When I’ve asked all my questions and got all his answers, I simply reiterate the steps we’ve discussed and position that as a plan of action.?

And then I ask my super-hard sell closing question.

…Dramatic Cliff Hanger….

Want to learn what that question is (along with the other steps of the conversion process)?

They’re in Chapter 7 of my book The Affluent Marketing Blueprint.

Get your copy HERE

I'm giving away some copies for FREE (just help me out with the S&H)...but as Vince from Sham Wow fame sez..."Act now cause I can't do this all day!"

See you on the next page.

Mark