How are you promoting your worksheet?
Mostly on social media, I just have a link listed in my profiles and then every once in awhile I will include it in a post.
Is there really that much of a different mindset on the part of the prospect? I mean he has to know that you are trying to sell him something and not just helping him for no reason.
Yes there is. The difference between the first contact being the potential client asking for help or me contacting him to try and sell him something is HUGE.....
Of course they know I am going to charge them but the fact is business owners have no problems paying to fix something that is costing them money and in most cases I end up being free as they end up paying me less than they were wasting.
The above 2 questions also interest me but I wonder if you could expand on what happens between them looking at the worksheet realizing they are clueless and you having a sit down with them. Is it all email, phone, skype?
It depends, generally the first contact or two is usually email at which time I schedule a phone call.
What happens after that is open. Is the client actually local to me? Since I am distributing this particular lead gen tool on social media I get quite a few that are not in my area, those obviously never move to an in person meeting. Sometimes the client wants to get started before a face to face, sometimes they want to do that first, I stay flexible on that.
The big factors is how good they are at gathering the info we need and what kind of marketing they are already doing. I know where I want to get them but the starting points are all over the place so some of the voyages are going to be longer than others.
The other thing is how serious they are about doing something. You get a lot of tire kickers that are not going to close at this point and you do not want to waste any time on them. The phrase "let me think about it" means I am not ready to do this but do not want to say no. What I do in that case is try and get them into an educational email sequence and drop them from the active list. Most never come back but I have had them call me out of the blue a year plus later ready to do something so keeping in touch with an automated sequence (completely educational zero selling) is worth doing.
The key for me is to make sure I am not wasting time on people who are not going to buy today. I do not "sell" I tell them what I think is the best path, answer any questions, and then we pull the trigger. If for some reason they are not willing to do so then I do not try to convince them. Going down that road is just wasted time and mental energy.