In this short video, I’m going to show you how to run a free consultation that gets client to say ‘yes’ to working with you without you giving away your advice for free and without them leaving your consultation thinking they now know enough that they no longer need your help.
Do you currently offer free consultations to potential clients?
Well if you do you might be encountering some of the same problems as one of my lawyer clients.
Before Rachael (my lawyer client) joined my Profitable Practice Programme she was giving away lots of free advice in initial consultations but not getting clients in return.
She was really fed up spending a lot of time and effort and getting great feedback at the end of a meeting but just not getting results in terms of new clients.
When we looked at how Rachael was running these sessions, it was clear that one of the problems was she’d often given them so much free advice during the initial consultation that they now felt like they could do it on their own. So not many of her potential clients were not saying ‘yes’ to working with her.
On the other hand, she knew that if she charged for the initial consultation that wouldn’t give potential clients a chance to talk to her and get to know her before making a decision, which could result in fewer sessions to get clients from. Meaning fewer new clients.
So I’m going to share with you how we fixed that.
If you don’t want to get your brains picked for free advice by people who don’t hire you at the end, you need a different way to run your initial consultation which isn’t about free advice.
If you aren’t going to give free advice, you need to give something else.
The most important thing to do in an initial consultation is diagnose the problems your client needs help with and the impact of those problems.
So they know why they need your help and they are motivated to pay for it. This is step 3 in my 5 Step Client Conversion System for getting more clients to say ‘yes’ to working with you at the end of an initial consultation.
And before the prospective client comes to the meeting, you need to position your meeting in the right way, so they know what to expect and they come to your meeting confident they are going to get great value but they don’t expect free advice. This is step 2 in my 5 Step Client Conversion System.
When you do both of these things, your client won’t be expecting free advice and you won’t feel obligated to give it. But you will be able to help them see why they need your help and why they should pay for it.
What I’ve given you today is steps 2 and 3 in my 5 Step Client Conversion System that shows you how to run initial consultations that don’t involve giving advice for free but do get your prospective clients to say ‘yes’ to working with you at the end.
There are 3 other, more powerful, steps you can use to convert your potential clients into paying clients. When Rachael implemented all of these through my 5 Step System, she went from converting 12% of potential clients into paying clients to an over 90% success rate.
Since then this 5 Step System has worked for many other lawyers and other professionals. That is why I’ve put together a brief PDF Guide that covers all 5 steps of the system. It is called: ‘5 Essential Steps To Get More Clients From Your Initial Consultations or Meetings’. Click the link or button below the video and I’ll send it to you.
Click here to download your free guide ‘5 Essential Steps To Get More Clients From Your Initial Consultations or Meetings’