The Client Letter
October 26, 2012
Partly Cloudy 48 Degrees
“What can you do for me?”
A question like that from a prospect often causes service providers to launch into a laundry list of all the things they can do and just how well they can do them.
Little does the independent professional know, they are stepping right into a BIG trap. One that will forever cement them as… an average vendor. I doubt the prospect is conscious that a question like that is a trap. But it is a trap.
But in the client business, just like in martial arts, everything can be countered. There’s nothing you can’t recover from… if you know what you’re doing.
So if you want to stand out in the client business, you have to have different answers to questions from prospects and clients… better answers. Answers that prove you’re a professional.
As you might imagine, better answers can have quite a positive affect on your results.
When you’re perceived as a professional, just about everything is easier. No one questions your advice. No one balks at your fees. Instead, your clients exhibit a trust in you… they know they are in good hands.
And that makes all the difference in this business.
How to Dig For Gold and Find It is a product I created that’s mainly about questions. About how to ask the right questions, why you ask them, and when.
But there are also a few answers in there. Included in the product (in the quick reference sheet) is the answer to the question “What can you do for me?”
You get that answer, plus the answer to a few other “put you on the spot” questions that will come in handy in your work with clients.
Don’t walk into the trap. Be prepared with your plan of action.