What is one thing that all entrepreneurs have in common? We’re all problem solvers. Whether your business is B2B (Business to Business) or B2C (Business to Consumer), we’re all solving problems for a specific audience that are seeking a solution. The catch is, you’re probably not the only company in your industry that’s offering a solution for the same problems.
We all have different processes for converting prospects into clients. So how do you convert a prospect into a client? Well, let’s talk about it. Here are the two key abilities every entrepreneur needs in order to “Convert a Prospect Into a Client.”
1. The Ability to Seek Understanding
It is literally impossible to solve someone’s problem without truly understanding what their problem is. Wouldn’t you agree? So, the first thing that should be established in your relationship with the prospect is their why. Why are they seeking you for help? Why do they feel they need your product or service to help them?
Clarity is a virtue that’s so underrated. We often believe that we have to make judgments and assumptions in order to gain clarity, but it’s all just a myth. Ask and it shall be given. It’s all in knowing the right questions to ask the prospect in order to understand their perspective and expectations.
2. The Ability to Acknowledge
Whether you have or haven’t gained an understanding of their problem, you’re left with a decision. Can you or can’t you solve their problem? This is where the conversion process differs from business to business. This is where winning the prospects trust and rapport lies in the balance.
“Keep it simple. Be of resource to them, or get out of their way.”
Let’s roleplay. You’re on the first initial call with a prospect and they’re interested in getting a quote for their upcoming project. So you immediately inquire more details from them to give a fair quote. The prospect begins to “self-prescribe” what their pain-points are and what services they are in need of. All in hopes that you have the remedy for it. Have you ever been a situation like this before?
Did you (A) Gain a full understanding of what their problem truly was before you gave them a quote? Or did you (B) Quote them based off their “self-prescribed” service solution?
Whether you chose option (A) or (B), it’s still possible to have actually landed that prospect as a client. However, choosing option (A) will win the prospect’s trust and open the door to building rapport with them. It shows that you have empathy for their pain-points and creates an entry to further the discussion of their project in detail, including their vision. In other words, “you’re in.”
“Clarity is a virtue that’s so underrated.”
Keep it simple. Be of resource to them, point them in the right direction, or get out of their way. It’s easy to let fear of losing a new potential client drive your ambition in situations like these. But remember, you can never lose something that wasn’t yours to begin with.
“If it’s not simple, it’s not Intuitive.”