10 Basic Principles for Turning Your Prospect into Clients: Contribute Ideas and Suggestions

November 22nd, 2009 by | Print



This is a little disclaimer that I will be adding to the beginning of every post in this ten part series so new readers that jump in mid way will understand the premise for these posts. If you have been following through the entire series, you can skip the following paragraph to get to the latest lesson.


If you are just joining us, I am writing a series of 10 basic principles that will help you increase your conversion rate of turning potential prospects into paying customers. If you missed that post, then I recommend that you click on the title, “10 Basic Principles for Turning Your Prospects into Clients” and give it a read before going on.


Today’s topic is gaining an edge for converting prospects by contributing ideas and suggestions. Before you ante up ideas, first ask the “expected results” question from the previous post.


If you don’t, I hope your feet are clean because you will be dining on five salty toes that you just inserted into your troublesome trap. You run the risk of offer cookie-cutter comments, sounding like just another competitor.


Following are 4 primary advantages for turning prospects in clients by contributing constructive suggestions.


1. When two or more companies are competing for a client’s cash, the prospect will pick the company offering the best ideas. Some competitors may simply listen to the prospect’s problems and give the prospect what they ask for, whereas you are much wiser. Offering some on-target tidbits exemplifies not only that you listen, but that you have some benefit producing solutions to get to work on right away. Typically, prospect chose solution providers over order takers.


2. With suggestions, you gain insight into the prospect’s limitations. Not all of your suggestions on the first call are going to be winner, however, that’s the point. Taking an active interest in a prospect’s business by offering suggestions will increase prospect appreciate and let you know which ideas are on target. This will give you the advantage of an accurate focus on appropriate solutions, reducing the length of time for them to decide to pick you as their partner.


3. By getting prospect feedback, you may identify that they have erroneous assumptions ingrained by something a friend told them that a friend of their cousin’s sister had a problem with and believed that it was best to avoid making the same mistake.


Flex your expertise and correct (tactfully) the customer’s clouded judgment. This creates another perception that you are the vendor with value for growing their business. Make sure to back up your assessments with factual results.


4. With suitable suggestions, you create the opportunity to inspire the prospect to think about new opportunities. You have an expertise and insight into an area of business where the prospect has limited knowledge. Logical, legitimate suggestions can spark new ideas leading to additional opportunities. Since you were the person with the plan, you stand a far better chance of landing the business.


I hope that you are finding the series helpful thus far. Next up is principle #7 of 10, “Nudge the Prospect Along”.


All The Best,

Doug Dolan
The Solopreneur’s Guide


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