Heather Podcasts: Initial Consultations: Do you give away too much information? (Episode 4)

Heather is joined by Copywriter and Strategist, Aaron Hoos on this podcast episode, where they attempt to discuss the concept of problematic initial consultation calls. They acknowledge that a consultants sales process brings a ton of variables and try to devise ways to overcome the obstacles. Questions such as:

• How to filter out the tire kickers (the people that are just trying to see how much something costs)?

• How to not give away your knowledge in a free buffet (those initial consultations where prospects ask and you give)?

• How to pre-qualify and get prospects to understand going into the call that there is an expected ‘goal’ even though it is unmentioned (i.e. retaining the consultant)?

After a lengthy discussion, they generated plenty of great ideas, however have agreed to test out some things and get back together in a month or so to discuss their findings.

How do you handle your sales process? How do you find the happy median of ‘wowing’ the prospect with what you can do by strutting your stuff and ‘boring’ the prospect with hypothetical and non committal responses?

What is your median between too much and not enough? Heather wants to hear from you! Call in: 508-202-0222 and give us your story.

Credit: In the podcast, Heather reads excerpts from and references ‘Why Consultants Don’t Share Details… Up Front’ by Pollock Marketing Group.

Podcast: Play in new window | Download

Related posts:

1. Heather Podcasts: Managing a Virtual Team, Advice by Deb Walker – Virtual Team Manager (Episode 5)
2. Heather Podcasts – From the hotline (Episode 3)
3. Heather Podcasts – Good, Fast, Cheap – Pick 2 (Episode 2)
4. Heather Podcasts – Episode 1 (uncut)
5. The conundrum of committedness – part 3