These can be driven by how many networking events you go to, mentions in your newsletter or blog posts, and dedicating a page on your website that you reference on social media.
People appreciate a prepared concise process with flexibility for questions and get to know you chat time.
Good initial consults are organized prepared meetings. You must build trust in your business and properly express how you can help your potential client.
Your website, social media, marketing materials, and networking strategy serve as a foundation for not only gaining more initial consults; but it will help you facilitate a great initial consult.
Here are a few tips for preparing organized and productive consults:
Create an initial consult process with your location in mind. You must consider what kind of environment is appropriate for the method you will use. Initial consults can be face-to-face, on the phone, using screen sharing software or resources.
Your overall method or procedure is based on the type of meeting; here are a couple of examples.
Face-to-face: at a coffee shop, during lunch or breakfast, or in a conference room.
Digital/virtual: screen share or webinar software like Google hangouts or Skype.
The beauty of an initial consult is that you can use or create multiple versions or formats of your procedure. Here are a couple of examples:
Digital: PDFs, slideshows, video, audio recording, webinar. To learn more see, Creating a Digital Presentation for Your Business.
Hardcopy: presentation folders or binders. For more information see, Part 6 Creative Ideas for Marketing Materials Presentation Folders.
Here are a couple of ideas to create a proper flow for information sharing and relationship building.
- Learn about the purpose and goals of your potential client by creating a “get to know you or your business questionnaire” to guide your product or service recommendation and pricing method.
- Educate your potential client on your procedure for accepting and taking on new clients.
- Create a tour of your products and services related to the goals and business or purpose.
- Give1-3 high quality, useful actionable ideas to add value and build trust; this gives the potential client a sense of what you have to offer and what it would be like to work with you. These ideas would also serve as a free gift for spending time with you and getting to learn more about your business.
- Ask for permission to add your potential client to your email list if they are not already subscribers.
- Give a PDF or handout with an overview of what you discussed in regards to their business and your services.
- If necessary request an additional 24 to 48 hours to develop an appropriate recommendation and pricing quote- if needed.
How do you do your initial consults?