When I speak with prospective clients, often they don't realize how much income they are losing due to their lack of follow through. 

They most frequently contact me simply to handle items on their To-Do list, but the most attractive (and proven) offer I can make to them is to help them increase their bottom line.  Often it seems they don't have a clear awareness of the fact that they are losing money by letting prospects 'get away'. Hiring me to follow up and maintain contact with prospective customers will assure this never happens - I am very thorough! Based on my experience, a pressing problem common among almost all clients is that their prospective clients aren't staying in their sales 'pipeline'.  Prior to a client working with me, a prospect would email or call the client to express interest in their services.  Since my client was so busy with keeping on top of their administrative tasks, the prospect would often fall through the cracks.  My client may reach out once and then simply fail to follow up, or not send their proposal for several weeks, or simply not keep to whatever commitment they made during their initial call.  Their prospect would go elsewhere. 

I have been able to help clients stay on top of their obligations and - in doing so - my clients actually credit me with increasing their income.  In fact, one of my clients sent me a bonus check simply to thank me.  Prior to hiring me in October 2009 she had been in business for 25 years, and she has now told me that due to my efforts alone in making sure prospects are maintained throughout the'pipeline' process, 2010 was her best sales year ever!   

I have noticed a recent "shift" within my business and my relationship with potential clients - I want to share this insight as I believe its simple concept is a nice reminder for anyone trying to grow their business.

In common with many companies, I offer a complimentary consultation to discuss and establish which business functions prospective clients need help with and to show how I can manage these items for them.  So, I spent an entire weekend working on a "consultation script" where I would be able to drive the conversation from A to Z. 

What I have discovered though is that mostly people simply want to be heard.  They don't like to be "driven" through a scripted conversation.  They just need to feel concern and empathy for what they are dealing with in their business, with a response that demonstrates a complete understanding of how they can be helped.

When I stop acting on the urge to "drive" the discussion, and I toss the script aside, take my "sales hat" off and just listen, what is usually provided is an even greater opportunity to share exactly how my services can benefit them.   (I keep the script key points at hand just in case I feel there is something valuable we did not touch on.)

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