Have you just unknowingly INSULTED your prospect? It’s not good for business… When someone does something, anything in life, they generally go about the task and complete it to the best of their ability, their skills sets and understanding of the project or perhaps not as sharp as usual due to time constraints. The final result may not be to your abilitiy or capabilities but to the creator what they have created and achieved is precious, personal and full of their hard work, time and effort. If you see room for improvement in that work, approach them with understanding, care and diplomacy. Explain your skill sets and expertise in that area and the value you can add their business by re-visiting the work based on your experiences. For example, if someone has created a website avoid approaching them in a manner of “Hey! Just seen your website, I build them too. If you need a good one next time drop me a line!” …Hmmm ‘…a good one’!?? Perhaps not the best way to influence a prospect to consider using you.. Make contact, build rapport, suggest alternatives that improve the project [you are then already adding value to the relationship], offer to add additional value when your prospect is in need. Always be there and ready to assist.

When you have initial rapport with a prospect, keep adding value to their thoughts about you, your product/service and solution to their challenge. Make a ‘directive statement’ to re-program your prospect to take direct action without making it sound as though you are doing them a favour if you work for them or selling to them. e.g: Hey thanks for letting me show you how I can help with your future projects, but don’t just take my word for it [CLICK HERE] to see more examples of similar problems I have solved, the additional income generated for my customers and read their positive comments.” Here you have offered ‘thanks’, ‘assistance’, ‘assumptive close for their business’, ‘challenge solved statement’, ‘money it has created’, ‘testimonials’ …As opposed to saying: ‘Also, why don’t you ask around about the results I get for clients,…’ …Why should your prospect take time away from their challenge to ‘ask around’? Re-program your thought process to continually adding value by suggestion by using ‘a directive statement’. Your business will grow faster and your reputation for adding value for assisting others will be far more positive. I will be teaching this and more at www.turningpointseminar.co.uk