 A Word for Consultants
You get a call from someone in trouble. Isn't that the
most common path for new business?
You suggest a way to go. It showcases your skillsets.
The prospect is impressed and wants to become a client. You fax your standard
agreement. You never hear from him again.
The problem is that when you hung up the phone, there
was no contract to solve the prospect's problem. Between the time he hung up
the phone and the time to sign and return your agreement, his world continued
turning. Not just interruptions, but alternate options surfaced regarding his
problem. Things you could have dealt with, but you were not yet part of the
picture.
By the time the problem is yet again redefined,
another consultant is part of the picture.
The key is to close the deal at the moment the
prospect is ready, not one minute later. Custom Bid is how
you can do that.
While on the phone with the client, you jot a few
notes into the bid text section of Custom Bid 's new bid form, typically
starting by pasting a template from your word processor. You push the button to
put it online and ask the prospect to point their browser to the bid.
You ask him to look it over and confirm, "Is this what
we should do?". After you both agree to what is written, which is so much
better than what was said, you ask, "Do you want me to get started right
away?"
"Then take care of the payment info at the bottom of
the form," you reply, "and I'll get started right after we hang up."
You can answer questions, revise the bid during the
conversation, and walk the prospect all the way to the Submit button.
When you hang up, you have money in the bank, a new client, and you can go to
work. |
