Turn Prospects into Clients & Clients into Partners with an Advanced Education System
Turn Prospects into Clients & Clients into Partners with an Advanced Education System
by Dave Rothacker
1. Created by Dave Rothacker for Service Nation Alliance members
2. Make a big deal out of your invoice
3. Recap
3.1. Discovery
3.1.1. Take call from prospect find out about background
3.1.2. Suggest meeting by phone/in person
3.1.3. Send premeeting materials/questionnaire
3.2. Presentation
3.2.1. Present internal seminar
3.2.2. Determine next step
3.2.3. Send followup education material & agreement
3.3. Transaction
3.3.1. Conduct new customer meeting
3.3.2. Add surprise to equation
3.3.3. Initiate followup
4. More on lead conversion
4.1. Consistency builds trust
4.2. Stated purpose of any contract
4.3. Using presentations
4.4. What objectives usually mean
4.5. Make yourself smarter
5. Your customer service plan
5.1. Where customer service is bred
5.2. Create community
5.3. The client-only event
5.4. Customer loyalty tools
5.5. Handwritten note
5.6. Client survey
5.7. Results
5.8. Subscription & Membership clients
6. Duct Tape Marketing Lead Conversion System
6.1. Discovery
6.2. Presentation
6.2.1. The problem
6.2.2. Your solution
6.2.3. Your core difference
6.2.4. Your story
6.2.5. A real client example
6.2.6. How you work
6.2.7. Expected results
6.3. Transaction
6.3.1. How you charge & invoice
6.3.2. How you expect to be paid
6.3.3. What you need to do to make sure bills get paid
6.3.4. Who to contact regarding billing issues
6.3.5. Affirmation about what you will bill