7. 5 Step Consultation Process.mp4
Build rapport for around 10 minutes,
Then fact find to see an angle that you can start selling to them.
Your appointment should consist of 5 to 10 minutes of rapport building, followed by 15-20 minutes of consultation, followed by 15-20 minutes of pitching. The remaining time should be used for closing.
Build the rapport first, for about 5-10 minutes.
Consultation process: 5 questions you ask them during 1 to 1 appointment
It could be related to:
- Getting more clients
- Getting more leads
- Learning social media
- Growing their current business
- Making $XXXX income a month
- Having a new side income etc.
“Is it okay if I ask you 5 questions so that I can understand you better to see how I can add value to you or see how we can collaborate?”
- Where do you want to be? (Result)
- Where are you right now? (Current situation)
- Obstacles preventing you from getting there
- Biggest pain about staying where you are now.
- On a scale of 1 to 10, how willing are you to get to (your desired result)?
If 6/10 and below: Change aspect (Find other ways to promote your offer. E.g. Make money, personal development, health, investment, etc.)
If 7/10 and above: Proceed to the pitch. “Based on what you said, I know the perfect solution to help you! Shall I share it with you?”
(If you don’t have the solution for them, refer them to someone who can solve their problems and earn a referral fee instead)
Take note: Whenever you are asking people about how much money they are currently making, you have to ask for a range. Instead of “How much money are you making a month right now?” you should ask “Around how much money are you making a month right now? 0-$2k, $2k to $5k, $5k to $10k? Or more?”
After finishing the 5 step consultation process,
Recap what they said.
- So just now you said you wanted (result) correct? “Yes.”
- You also mentioned your current situation is _____, correct? “Yes.”
- You also said that your main obstacles are _____, correct? “Yes.”
- And the Biggest pain about staying where you are right now is ____, correct? “Yes.”
“Awesome! Based on what you have said, I know the perfect solution to help you! Is it okay if I share it with you?”
Proceed to step 4: the pitch