I received a call from one of my clients who retains me as a coach. He sells a service which commands a high five to six figure annual fee and informed me that he had fifteen potential clients in his pipeline and needed to close some of them fast to maintain his cash flow. He was struggling with how to achieve this.
I asked him if he would be able to service all fifteen if they all agreed to go ahead within the space of a few weeks. His response was a definite ‘NO’. His company would not have the capacity and could not create it.
I then suggested he listed these prospects in order of those he would most like to do business with. Between us we then created a short script he would be comfortable working from.
(YES! We always write scripts and practice them for new approaches, because we like to get it right first time when we speak with a prospect.)
Here is what I wrote and he delivered…
Starting with their name, let’s call them John. “John, I have a challenge and I need your help please.
I currently have fifteen potential clients who are going to be making a decision to hire us or not in the next few days. The simple fact is there is no way we could take on more than five right now. Any more and we would be stretched and we will not do that.
We pride ourselves on delivering superb results, as I believe we’ve already demonstrated. I’m calling you because I know we have a perfect fit. So if you’re as excited about working with us as we are with you, how can we get a decision one way or another on this right away?”
The result was he closed on five opportunities within twenty-four hours and within the first eight calls.
Would this or a version of it work for you?
Only one way to find out – how about today?