One of the best time-saving strategies I've implemented is
my client conversion system. You know the drill; a
potential client comes along and emails/calls you asking
about your services. You spend time responding, maybe even
putting a detailed proposal together, and then you never
hear from them again! Not even a thank you for your email!
This is one area that's a huge time drain for solo service
professionals, but one that is so important - you need
paying clients so you have to spend time responding to them.
What if there was a way you could respond to clients yet at
the same time not waste hours of your precious time on this
activity only for it to result in never hearing from said
client again?
Well, there is! And I'm going to share it with you in this
article by giving you my three steps on how to create your
own client conversion system.
Step One - Capture Their Name/Email Address
If a client comes along and they're not quite ready to work
with you, you need to have a way of capturing their details
on your website so that you don't lose touch with them -
that way they'll get to know more about you and your
services, and when they are ready to work with you, you'll
be right there!
You do this by giving away a free taste of what it is you
do. This could be a report, audio, mini ecourse, or some
other type of freebie that is given away automatically in
exchange for them giving you their name and email address.
This is known as building your list. Once you have your
list in place stay in touch with them regularly through
publishing an ezine.
Step Two - Have A Defined Process For Working With New
Clients
Look at what you currently do when you receive an
email/phone call from a new client. Write down all the
steps in that process, and come up with ways as to how it
can be systemized.
For example:
* Do you find that potential clients are asking the same
questions again and again? If so, set up a FAQ (Frequently
Asked Questions) page on your website that answers all of
these questions. (Hint: this could also be your free
taste that the client will sign up for.)
* Do you require that all new clients have a telephone
consultation with you beforehand to ensure that you are a
good fit for one another? How can this process be
streamlined?
* Or, do you require a potential client to fill in a
questionnaire prior to speaking with you on the phone?
List everything that you currently do and come up with a
system for streamlining the whole process. You could also
include elements that you would like to do but haven't yet
implemented.
Step Three - Put Your Client Conversion System In Place
Now that you have documented the process for handling
enquiries you need to put your system in place that will
allow you to handle client enquiries in the most
time-efficient manner.
This is the system I use and recommend, and one that will
filter those enquiries for you:
* On your website tell clients what your process is for
working with new clients, i.e. contact me to schedule your
complimentary client consultation.
* Have a contact form on your website that client's can
fill in when they're ready to schedule a complimentary call
with you.
* Create an email template to respond to those clients who
would like to schedule a complimentary consultation. You
can also use this template for those email enquiries you
get, or as a script for a phone enquiry.
* If you have a series of questions that you would like
answers to before your call with your client put these
together into a Pre-Consultation Questionnaire which you
can send to your potential client ahead of your call.
(This again is a good way to filter the serious from the
not-so-serious clients - the not-so-serious clients will
not want to spend their time filling in a questionnaire
prior to your phone call.)
* Create a document/email template for your questionnaire -
put it in a format that is easy for the client to email
back to you.
* When they respond to you to schedule their call attach
your questionnaire, confirm the appointment, tell them when
they need to return the questionnaire by (24 hours before
the call is a good timeframe) and tell them what number to
call you on.
Having a process like this in place will filter the serious
from the not-so-serious clients, saving you a huge amount
of your time and streamlining the whole client conversion
process.
Remember: You are the expert at what you do. Your clients
are coming to you for your expertise, so lead them with
your systems. Tell them what your processes are. Let them
work to your systems.
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Online Business Manager & Virtual Assistant, Tracey Lawton,
teaches professional speakers, coaches, and authors how to
operate an efficient, organized, and profitable business.
Learn how to create an efficient and organized office in 7
EASY steps, and receive free how-to articles at
http://www.OfficeOrganizationSuccess.com
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