An Operations Manual is your manual that details the step-by-step procedures and processes in your business. It is essential because it is how your business runs smoothly. It is how your business becomes more effective, efficient, and profitable. And it is how YOU stop feeling crazed and start feeling like you are running a well-oiled machine- that could exist without you.
One of the systems is your New Potential Client System. As you develop and improve that system in your business- here are 3 mistakes you don’t want to make:
Mistake #1 – Jumping in with your offer right away. A mistake many business people make is to sit down with prospects and start selling right out of the gate. The initial conversation should be more about asking questions, determining your prospect’s needs, listening and building rapport than about what you do and how much it costs. Nobody wants to feel your urgency to sell something and everyone appreciates being listened to.
Mistake #2 – Not knowing your responses to their objections ahead of time. When you do present your service or product, know your responses to their objections ahead of time. What are the typical objections to your services? How are you going to overcome those objections with features and benefits? How are you going to convey that your business can overcome their objections better than your competition?
Mistake #3 – Not following up in every situation. You need a clear follow-up plan after every sales/enrollment conversation (unless you decide you don’t want them as a customer). Many people make the mistake of only following up with clients who give firm “yes” answers. Those “maybes” or “not now” people may very well decide to invest with you later… IF you’ve followed up with some excellent resources, tips, new product information, or something of high value.
Avoid these mistakes, create a sales conversation template and step-by-step system, including follow-up, and watch your conversion rate soar.