Great minds think alike – Peter Kristensen and I ask lots of questions first!
I have had a great day Monday with a gym visit, very awesome clients, picking up new clients and sharing ideas with like-minded people.
One topic which I have delved into quite a bit today in many conversations is the area of how you actually handle leads in your business. It’s a great question / area to explore in that once we do all this marketing work, go to events all across town, hit LinkedIn & Facebook till we dream about those platforms (I have) – turning that lead into a customer is critical.
Today I had a great meeting with Leadership Mentor with Peter Kristensen. He is a very kind man I have been lucky to our first workshop with and we met today to work out more synergies and how we can help each other. I must say that he has impressed me and we spoke to each other about how we operate with clients and the like.
There were more similarities than differences between us (hence we get along very well) and when we get enquiries / leads; how we first respond to them and work with them is everything. In both of our cases we usually have a phone conversation and then go out and meet people (or say just stick to phone for distances). It’s a very critical first conversation.
What was interesting about all this is that the first conversation:
– Is NOT just selling stuff!
It’s actually just getting to know people, finding out their challenges, determining if our products / services are the RIGHT solution and then working out arrangements. We may then meet people to take it further and then it’s our job to recommend exactly what matters to help that person.
When you ask the right questions, find out what people are after and prove to them you can be trusted; the sale actually comes organically. You don’t need to do any big close or sell job or anything like that (as who on earth likes doing that?).
A great first conversation with a new potential client starts off the relationship on the right foot. It gets everyone liking each other, respecting each other and ensures the ‘fit’ is right. If I can’t help someone I say so and refer them to someone who can.
My advice and thinking? When you get into your first conversations, stay out of selling and stick to facts, intelligent questions and solutions. It’s easier, better, people love it and you just get a higher quality of client. I do this all the time and it just rocks.
Thank you Peter Kristensen for your kindness, thank you my friend for reading and stay awesome out there!
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