Let Your Prospects KNOW You
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Every experience is an energy exchange. If you are focused on only what you
can get from a prospect, your fear of not signing on the prospect or being
withholding about the amount of time you're spending with this person, your
energy will be resonating at a very low level. This makes all the difference in
the world when you are interacting with someone (actually, even more than the
words you say!).
I highly recommend NOT offering a free sample session of any kind. This is
what I compare to the perfume counter at Macy's. When you walk by the perfume
counter, you know you'll be asked to try something for free. You feel no
connection to the person offering it and the value of the sample registers are
pretty low. Maybe you'll take it, maybe you'll leave it, but you, the customer,
are in the driver seat.
You want to create a different energy when connecting with a prospect. You
want it to be a co-creative experience. You and your prospect are coming to this
meeting on equal ground. You don't need to prove anything. You just need to meet
together to connect.
When you do this in a way that sets the stage for sparking the energy between
you, then you are set up to move to the next level of relationship (prospect
Now think about it...when you are about to buy something or are exploring
working with someone, do you want him or her to rush you through it or actually
have the experience they really want to get to know you and your needs?
Now also think about this...do YOU want to rush into a relationship with a
new client or customer without getting a sense of if they are your ideal client
or not. (Think about any not-so-great client or customer relationships you've
had in the past...want tons of those? I didn't think so.)
Setting the Stage
Setting the stage is getting on the same page energetically with the person
you're connecting with. You start any serving opportunity by allowing in energy
of trust. Below is a list of questions/steps for you to sample as part of
forming an initial trusting connection with a prospect. As you read through the
questions, consider what is important for you to include in your initial
prospect meeting, ask your inner guidance: "What parts of this sample feel good
to me? What would I like to incorporate into my own Process?" Make note of these
Questions to Ask Your Prospect
Start by gathering information about the prospect's current experience. How
did they hear about you? What/Who brought them to you? Ask, "What would you like
to experience from our time together today?" Be clear about what they can expect
from you in this conversation.
These types of questions put you in a place to truly connect as PEOPLE and
this makes all the difference in the world when preparing to move to the next
level of a relationship. And yes, you CAN do this in any business. Imagine more
people being more invested in your good interest...your mechanic, grocery store
clerk, doctor, lawyer, accountant...feels good, right? Only good can come (for
you and the people you serve) from taking the time to create this connection.
Next, be willing to share parts of you and your experience that relate to and
connect with what you've heard. Tell a brief story, share a little tid-bit of a
similar experience; be honest and be human. Be willing to share what it is about
you and your business that connects to their situation. Let them know they
aren't alone in this.
When I used to work as a high school teacher, over and over I saw the same
pattern in teachers who struggled with discipline and getting high-achieving
results from their students: They did not treat their students as people; they
blamed the lack of success on the students; they didn't really trust (or
believe) that their students could succeed.
Not quite an invitation to thrive, huh?
Now, please know I am not saying to give away oodles and oodles of your time
or information for free. I am simply inviting you to embrace joyfully giving
your time and energy in a thoughtful and systematic way when you connect with
future clients, rather than starting a connection off by "making sure you aren't
giving too much or being taken advantage of." Only abundance can come from
really taking the time and energy to truly connect with those you are meant to
serve (and to really make sure you are a match!) The type of energy you start a
relationship with makes a HUGE difference in effecting the results you're
Call To Action: Make up your own list of "setting the stage" questions. Bring
to the surface what you want in an initial meeting experience below. List
everything you want in an easy, positive selling experience. (Just think about
how you would like to be treated as you prepare to invest in something.) What do
you want/need to make the selling experience an easy, joyful one? Set up a
practice conversation with a "prospective client" using the questions and
practice sharing of yourself, too.
About the Author
Heather Dominick, Solo-Entrepreneur Expert, has over 10 years of teaching and
coaching experience. Heatherís primary focus is in coaching entrepreneurs to
identify sources for increasing business profit and making successful business
changes. To sign up to receive your free business building e-course visit
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Article Published/Sorted/Amended on Scopulus 2007-10-31 21:45:55 in Marketing Articles