Frank’s shop isn’t doing as well as he’d like. And like most business owners, he’s too emotionally attached to analyze his problems accurately. So in this interview you’ll hear me take him through an opportunity analysis that gets him fired up about the benefits of consulting services.
Frank represents a pretty typical client - underutilizing his assets and unaware of what they even are. He’s got a lot of opportunities and you’ll hear how the natural flow of the opportunity analysis not only uncovers his problems but leads to his solutions.
Because Frank sells exercise equipment (a basic commodity product) he’s not going to be able to compete on price. So we focus on other benefits his shop can give to his customers. And I think he’s amazed at how many areas we come up with. And by the end of the analysis, Frank is ripe and ready to buy consulting services.
What You’ll Get From The Interview
* How to explain the USP to a prospect so that he understands just how vital that step is to his business
* The kinds of questions to ask during an opportunity analysis that will help you uncover exactly how your prospect’s business is different from his competitors
* How to look at warranties and guarantees as a way to outshine the competition
* How to show the prospect ways he can collect his customers’ contact information and how he can use that information to bring up sales
* How to educate your prospects on the benefits of using an auto-responder series and JV deals
* Simple ideas for making your prospect’s business unforgettable in a customer’s mind
* Follow-up ideas that will bring your prospect’s closing ratios up to new heights
* Ways to help your prospect track his advertising dollars so that he can see what’s working and what’s not
* And much, much more
Most business owners don’t have the time, energy or know-how to jumpstart their businesses - but they definitely have the desire. You can easily sell them on your consulting services if you show them how quick, simple and inexpensive it will be for them to get the boost they need. And a good opportunity analysis will do just that.
If you give out specific advice and ideas, almost to the point where prospects can do it themselves, it will leave them hungry to get the ball rolling. This opportunity analysis only took about an hour and a half, but it left a downtrodden prospect drooling and excited about his business again - and my consulting services.
This is an exclusive interview from Michael Senoff's www.hardtofindseminars.com.
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