One of the questions I ask during the prospect interview process is, “Have you ever worked with an independent contractor before?” – the response this elicits helps me to determine if there are any negative past experiences that might present itself as an objection throughout the interview process.
Objections are an important part of the process and create opportunities for you to understand the prospect better; helping you to respond to any objection in the most favorable way.
Once the objection is revealed, ask the prospect to give you more detail about the objection so that you’re sure to respond in a way that addresses their concerns. You may also want to ask them if this is the ONLY objection to moving forward.
This allows you to build a stronger relationship, and creates a certain rapport with the prospect to differentiate you from the rest of your competitors.
You may find that through the objection process the prospect reveals something that would indicate they are NOT the ideal client for your business. If so, don’t take this business and hope for the best, try and find another option for them. It’s just not worth it.
Go with your gut feeling about the prospect. If something seems wrong, it probably is. Most of all don’t fear prospect objections. Even if you don’t end up closing on this particular prospective client, It’s a great way to learn what keeps prospects from making the commitment to begin your work together.
Jeannine Clontz, IVAA CVA, MVA, EthicsChecked™, provides marketing and social media support, training and consulting to busy entrepreneurs. For information about finding a VA, download her FREE 10-Step Guide to Finding the Right VA, or lto earn why Social Media should be an important part of your marketing plan with her FREE Report, Social Media Marketing Benefits, visit: http://www.accbizsvcs.com, or contact her at info@accbizsvsc.com
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Last time we discussed the top five mistakes to avoid when marketing your business, here are the final five!
6. Your message isn’t clear. Always test it out on current clients, peers, or family/friends to be sure it’s not confusing or misses the point you’re trying to make.
Without marketing your business could stagnate, or even worse, close. Identifying and correcting some basic marketing mistakes will help you to promote and grow your business.
Here are my Top Ten Marketing Mistakes
1. Your message
Many of you broke into a sweat after reading the title, didn’t you? Many don’t have a plan because they believe it’s too hard, too time consuming, or they just don’t know where to start.
Creating a good marketing plan doesn’t have to be overwhelming, or costly, but it will save you time and help you achieve your goals.
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