This is Part 1 of a 2-Part series. You can read the Part 2, “5 Golden Rules That’ll Help You Get More Clients With Your Free Consultations” by clicking here.
Do you have a high-ticket consulting offering at the back of your product line or relatively cheaper services? Do you want to add high ticket consulting offerings?
You can even sell you high ticket ($2000 plus) information products or softwares using this method. The limitation of this method is that the client need to talk to you to get to the offer.
Offering free consultation sessions is a proven way to get more clients.
This blog series is designed to help you if you offer free consultation service before your client can buy from you. This applies in B2B as well as B2C settings. This also applies in one-to-one and one-to-many meetings.
If you’re selling high-priced services, these can help you find the high-value clients that you’re looking for. Once you learn how to attract high-value clients that’ll pay a large amount just to get the results that they want, you’re golden.
Get More Clients With Your Free Consultations: Pre-Consultation Preparation
I’ll have to admit that I used to think free consultations were just a waste of time and that they won’t work with my business. I was wrong and I wish I had practiced this years ago. Conducting free consultations has helped me get more clients and grow my business.
I’ve written this blog post series for business owners out there that are struggling to get more clients. No matter how decent your current revenue is, getting more clients that are willing to pay a premium for your service and info products is never a bad thing.
Here’s the first part of the series which covers everything from preparing for your consultations to the golden rules you must follow. Let’s get started!
The Secret to Getting More Clients
“Of course you want more revenue, but what good is it if it isn’t predictable?” – Predictable Revenue
Predictable Revenue is a great read for business owners like you. This book taught me the secret to earning more revenue and making it predictable. And it’s not—and never will be—cold calling…
The authors define cold calling as “calling someone who doesn’t know you and who isn’t expecting your call.” This traditional marketing technique doesn’t work as well as it did in the past and if you plan on selling your high-value services, this isn’t for you.
The only people you should be offering free consultations are those that showed interest in your service and signed up for a free consultation. These people usually have a problem they want to solve even if they’re aware of it or not. And you need to let them know that you can get them the future that they want.
Without attracting the right prospects, your free consultation sessions will be almost worthless…
Your marketing funnels should be built to collect leads and prospects that have a high chance of converting into a paid client. Your goal isn’t to be salesy but to provide real value to your prospects.
Focus on selling their future, not your products or services.
This can help you make sure that every call will never be a “cold call.”
Preparing Yourself for Before the Consultation
It’s a great idea to prepare yourself and your prospect before the consultation. Pre-consultation preparation is a must if you want a higher success rate. You need to prepare your mind before starting the call and get rid of any negativity such as nervousness and stress.
By the way, I highly recommend using audio only when conducting consultation sessions. Video offers a lot of distractions and these won’t help you at all. On the other hand, using audio only will allow you to use silence and complete focus as effective tools of persuasion.
My number one preferred method is Skype. Number two is Face to face.
Here are a few tips on how you can prepare yourself before every consultation:
- Stay in a quiet room with no distractions and interruptions
- Turn off and remove anything that can distract you
- Keep a positive mindset and remove all negativity and stress
- Sit in silence for a few minutes before you call your potential client
- Use headphones to keep your hands free to take down notes and express
- Never judge your prospects and keep your ego in check
- Focus on accurately diagnosing your prospect’s problems
It’s super effective to prepare yourself before starting a consultation session. In my experience, I was able to get more clients by preparing myself before every consultation session.
For every 1 hour of free consultation I spend at least 30-45 min researching about the clients, their sites and their industry.
I know this will work for you as well!
Nurturing Potential Clients Before the Consultation
You also need to nurture your prospects before the scheduled consultation to establish your credibility and humanity. This helps create more anticipation and prevents them from forgetting their free consultation with you.
If you aren’t already, I highly recommend using a nurture email sequence. I like to keep my nurture email sequences at around 3 – 5 emails and send these over before your scheduled consultation call.
Below is an example of a great nurture email sequence:
- Email #1 – Thanks potential clients for signing up for a free consultation. This includes the details of the scheduled consultation as well.
- Email #2 – Includes your bio and professional experience. This helps you establish credibility early on and let them that you’re qualified to help them.
- Email #3 – Valuable content related to your offer. This can be your own blog post or any other kind of content. If you don’t have any, it’s fine to use someone else’s content.
- Email #4 – Valuable content related to your offer. This can be your own blog post or any other kind of content. If you don’t have any, it’s fine to use someone else’s content.
- Email #5 – Reminds potential clients of your scheduled consultation. It’s best to send this on the day itself so that they have no reason to forget.
Of course, you can use your own style and craft your nurture email sequence based on what you think would work best. Being unique is a great factor and I honestly believe that simply copying what others are doing will make you look less professional.
Are you ready to get more clients with your free consultations?
This is just the first part of my blog post series. Make sure to read the following next ones to learn the right way of handling consultation calls and how you can convert potential clients into paid ones. I’ll be explaining every step of the process in detail so make sure not to miss it…
I’m super excited to see you get more clients after finishing the “Get More Clients With Your Free Consultations” blog post series!
You can read the Part 2, “5 Golden Rules That’ll Help You Get More Clients With Your Free Consultations” by clicking here.
Call To Action
Let me know in the comments below the one thing you are going to implement from this post into your own consultation practice.