Transform More Prospects into Clients – by Ann Convery

Feb 23rd, 2011 | By | Category: Coaching/Mentoring Success Strategies

Stop “Disapparating” Your Clients

Did you know you can “Comfort”
future clients out of working with you?

People do it all the time.

I call it “Disapparating” them.

Here are 5 Stop! Signals you don’t
Want to send to people who want to hire you.

And 5 Things You Can Do About it.

Take Jane.

Transform More Prospects into Clients

Transform More Prospects into Clients

Jane is a coach and speaker,
and she would love to have more clients.

But whenever Jane met a possible client
who said, “I’ve really got those problems
you mentioned.  Let’s talk.”

Jane would tell them:

1. “Don’t worry, everyone has those problems.”
2. “You’re not alone.”
3. “Oh, everybody does that.”
4. “This is very common.”
5. “Your problem’s not that bad compared to some I’ve seen.”

And then she wondered why they
mysteriously disappeared.

They were so interested!  What happened?

Jane was comforting them.

“But I hate to see people suffer!” she told me.

When you talk to a future client who is feeling
the pain of the problem you can solve…

Don’t comfort them. 
WARNING:  They will be very happy that you gave
them permission to dive back into their comfort zone

I asked Jane how many clients she’d lost
By comforting them.

“Dozens,” she said, with a sigh.

What can Jane do?

Allow them to remain in their
curious, highly interested, possibly anxious state.

This is the state from which they will
buy from you or ask for your number.

  1. Resist the urge to comfort a possible client.
  2. Never commiserate.
  3. Instead, probe. 
  4. Keep your comments neutral, i.e.,
    “That must be very frustrating for you.”
  5. Offer them another way out.

Jane talked to a strong women leader who was
told by her boss that she was “too dominant.”

This woman was interested in working with Jane,
but Jane commiserated with her so much the
woman mysteriously disappeared.

Instead of comforting her, Jane could have said,

“The interesting thing is, you can learn to
merge your leadership style, and when you
do that, you can work with anyone.”

Notice that Jane offered a way out,
“Merging leadership styles,” and a
Tantalizing promise:  “you can work with anyone.”

The message to the prospective client was
Loud and clear:  There is a way out of your
Problem, and you can work with anyone
Once you learn it. 

This is a bit of an ethical tease, because

to learn it, she’d have to work with Jane.

But it is an excellent transition from
Listening to a future client’s problem
To engaging them to work with you.

THE REAL PROBLEM:

Jane had to learn the that real problem
Was that she, Jane, felt anxious when
Someone else was uncomfortable.

A lot of us are good souls who feel
uncomfortable when we see someone
else is uncomfortable.

But their “discomfort” is the place
From which they will make a move.

What’s easier to jump from?
A luxury chair on a resort beach?
Or a fire under your feet?

So remember that it’s your
Own discomfort you have to manage –
FIRST.

Then you manage theirs.

So next time a possible client
tells you their troubles, be a
compassionate, neutral listener.

Then offer them an intriguing way out.

Try it!  It works!

Ann Convery’s program “You’re so Brilliant! Why Don’t They Buy?” has enabled her clients to generate extreme results in business and income within months.  She is a speaker, trainer and author who can show you how to turn the science of marketing into more clients, bigger lists, more visitors, and more buyers.  www.annconvery.com

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2 Comments to “Transform More Prospects into Clients – by Ann Convery”

  1. Hennie says:

    Who would have thought that it is so easy to chase potential clients away? Evrybody is focusing on getting more clients, yet small things, like the ones discussed in this article, can actually chase clients away!

    WOW!

  2. Yes, you’ll be surprised in how many ways we lose “clients” even before they have a chance to spend their money with us… and some, after they spent some money with us. Great customer service and client retention are learned skills….

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