Here is a simple framework you can use when you have a new client,customer, or
prospect. You can use it to help them solve their core problem. It allows you to
connect with new clients. In the end, you get to understand what they’re looking

When you use this framework, you don't have to convince or force anyone to buy
from you. You don't have to pitch or use hard sales tactics. If you work
together, it will be a natural and comfortable process. As it should be.

These steps also prevent things like scope creep. You'll have a clearer and
easier system to set your prices. In fact, if you've been struggling to raise
your prices, this is going to help you make more money.

There is only one secret you have to know. When a client contacts you for the
first time, your main goal is to hear them speak. Let them talk. You listen. If
you can do that, you can attract and keep amazing clients and customers.

To be clear:

DON'T try to impress them!

DON'T focus on all the projects you have done in the past!

DON'T spend all your energy on trying to convince them to hire you!

Let’s take a look at how my process works. I’m going to assume that you’re
talking to the client on phone/Skype or in person.

Before the call...

Turn off your phone and anything else that could distract you.

Phase 1 - Get comfortable.

You want your client to be comfortable. If you feel they’re tense, talk about a
neutral topic like the weather for half a minute or so. The main point is to
make them feel welcome.

But, the most important thing is that you are relaxed. Make sure you get as
comfortable as you can before the call. The calmer you are, the easier it will
be for your client to trust you.

Thank them for coming on the call. Tell your client you're here to see how best
you can help them. Keep it simple.

Phase 2 - Find out the basics.

Let your client tell you the gist of how their business is set up. You need this
because you want to see if your solution fits. You also need this info to help
solve their problem. Make a note of anything that jumps at you. If you have
questions, leave them for after the client is done speaking.

Phase 3 - Discover the problem.

At this point, ask them to tell you what the main problem is. Let them go into
as much detail as they can. Again, listen. Keep your questions until later.
Write them down in your notes, though.

Phase 4 - Discover the pain.

You want to know how the problem is affecting them. Is it wasting time? Burning
money? Disappointing employees or family? They’d have already told you a bit by
now. But ask them to explain further. Listen out for anything that catches your

Write down the key points as you listen.

Phase 5 - Discover the result.

Ask them: “In a perfect world, what would your situation look like.” That’s how
you find out what they’re after. As you listen, you’ll learn what their
expectations are. You’ll also get to understand more about the frustration the
problem is causing. After this stage, you’re almost ready to present your offer.

Phase 6 - Confirm your understanding.

This is where the magic happens. You’re going to repeat to the client the gist
of what they told you. If you listened , you’ll remember the most important
points. Feel free to refer to your notes.

People rarely meet someone who listens. So, by showing your client you heard
them, you make your clients feel understood.

Don’t worry if you get something wrong. Your client will be happy to correct
you. Just make sure to confirm you’ve got it right. Then, you’re ready for the
next phase…

Phase 7 - Present your offer.

Instead of “pitching” you now have something much more effective. You know
exactly what your new client wants. And you know exactly how your solution fits
their problem. Just because you listened they may want to jump on board before
you share all the details!

It’s important to set the right expectations. If you realize you can’t provide
some of the results, make it clear upfront. Walk away if the client expects more
than you can give.

So that’s my framework for speaking with new clients.

You don’t have to convince anyone of anything. Your offer is either right or
it’s not. The control rests in your hands.

The best part is, with each conversation you get to know your market better. And
that’s a good thing!

Comment if you have any doubts..

Posted by Naval Gupta on Facebook