Our seller says: I find that a large number of people call our office looking for free or cheaper services than we provide.

OK – first up let me say, in this case we must assume the prices for services provided are at a fair market rate for what they are.

When prospects are calling you for the first time your job is to qualify them. Will they be a good client for you? Do you have your qualifying factors pre-arranged? (This technique is covered during the Selling With Confidence workshop)

Then you can ask a few questions to try and quickly establish whether they will be a good fit for you. Such as:

• Do they have a problem you can solve?
• Do they want your ‘level’ of help?
• What do they expect to pay?

If the people calling you want cheaper or free services, think about this…

• What is your marketing message saying to create this expectation?
• Do you want to waste your time talking to them if they wont be buying?
• How can you quickly sort out those who are serious?

Don’t waste your time on people who are not a good fit and will never make a good client.

Seriously… suggest they go to another provider who is better suited, or send them to your competitors!