Getting Potential Clients to “Yes”

This session will cover how people communicate. Communication is the cornerstone of having your prospective clients become paying clients. We will use the DiSC model of behavior to teach you how to better express yourself so that your message is received by your prospect. The DiSC model is a simple tool that’s been helping people to connect better for over thirty years. We will cover the different styles and how to communicate with each: D – Dominance; I – Influence; S – Steadiness; and C – Conscientiousness. You will take the assessment prior to the course and then we will help you understand your style. Most importantly we will teach you how to identify and communicate with other styles effectively.

During this session attendees will learn the psychological triggers that push potential clients to take action. We will explore the psychological components of buying behavior and start to build the foundations on which we will build an initial meeting process.

We will explore a process you can use for every initial meeting that will focus on the client.

First, laying out expectations for the initial meeting will put the client at ease and create an equal relationship as to the goals of the meeting and what the potential client can expect.

Second, we will teach you to focus your questions on the potential client’s reason for coming to see you. This knowledge will allow you to hone your solutions without overwhelming them. This will also lead you to only accept clients that have legal issues you can solve and weed out those that are not a good fit for your practice.

Third, you will learn strategies for explaining solutions in common terms and using effective stories to help them understand why your solution is the right answer.

You will learn how to identify the untapped network of people all around you that trust you, like you and would be more than happy to help you grow your business and get more clients. Once you have identified those people in your life, we will cover how to communicate with referral sources to ensure they are sending you potential clients that are ready to hire you.

We will teach you how to use social media as a tool to increase your reputation as an expert in your community as well as how to expand the network of professionals who will push clients to your door. We will work with you to create a step by step strategy to leverage the power of social media as a business growth opportunity.

We will also take time to workshop these steps in an interactive setting so you will leave the course with actionable changes to implement into your initial meetings once you return home.