To prepare and best present your services when meeting with a prospective client review the “Presentation Basics” section (UPB Module 2 Section XI) within the Universal Practice Builder program. Take notes and discuss them with your coach. Some highlights are as follows:
Strengths:
- Great eye contact
- Asking questions
- Engaging owner in conversation
- Tone of voice
- Incorporating their business into presentation
- Great explanation of diagrams
- Great close / ask for sale
- Confidence
- Sound very knowledgeable
Suggestions:
- Benefits vs. Services
- Ask more questions / Too many questions
- Do not just read from the book
- More confident in asking for sale
- Monotone voice
- Engage owner more in conversation
- Really listen to what they say
- Avoid yes/no questions
- Interested vs. Beneficial
- Be bold / direct
- Watch speed
- Learn to watch body language: engaged, uninterested, etc.
- Repeat what they have said
