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One-On-One Conversations: Qualifying A Potential Client

This document provides guidance on conducting effective one-on-one conversations to sell high-priced products and services. It recommends pre-qualifying clients through a questionnaire to ensure the calls are productive. Numbers show about 20-30% of clients may not show up for scheduled calls, but requiring payment can increase attendance to 90%. Successful calls have a 10-30% conversion rate. The document also shares techniques for building rapport and making offers during calls, as well as a 12-question process for defining clients' goals and addressing objections before presenting the price.

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Corben Dallas
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97 views

One-On-One Conversations: Qualifying A Potential Client

This document provides guidance on conducting effective one-on-one conversations to sell high-priced products and services. It recommends pre-qualifying clients through a questionnaire to ensure the calls are productive. Numbers show about 20-30% of clients may not show up for scheduled calls, but requiring payment can increase attendance to 90%. Successful calls have a 10-30% conversion rate. The document also shares techniques for building rapport and making offers during calls, as well as a 12-question process for defining clients' goals and addressing objections before presenting the price.

Uploaded by

Corben Dallas
Copyright
© © All Rights Reserved
Available Formats
Download as PDF, TXT or read online on Scribd
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One-on-one www.getwsodo.

com
Conversations
www.getwsodo.com
This is one of the most effective ways to sell your product or service, especially when
you have a high price (over $5000 in average). But before you jump into a call, you
have to qualify your clients because One-on-One Conversations are time-consuming.

Qualifying a potential client


• Pre-qualifying questionnaire: You can do this by setting up a form that clients have
to fill out before they speak to you. If you consider them to be qualified, then you
invest your time in the call. If not, that’s OK, you simply let them know, and none of
you will waste your time. 


• Charge for the One-on-One call: You can insert a checkout button, so people have
to pay if they want to have a call with you. This shows they are more serious and
committed. You can make the call refundable (only if they show up) or be applicable to
the full price of the program.


*I prefer the pre-qualifying questionnaire rather than to charge for the call. Having the
ability for me to choose who to speak with, allows me to convert them easier, because I
can see who is ready to work with me.

Numbers you need to know in a One-on-One conversation (to avoid


frustration)

• When you book calls, after people fill out the form and said yes, about 20% -30% are
not going to show up.
• 90% of people show up when they have to pay for the call.
• The conversion rate on the call will be anywhere from 10% to 30%.


Ways to have a One-on-One conversation by Lindsay Wilson


1. Create bonding
2. Intervention
3. Make an offer


First: Serve Module 11. Session Notes Ajit Nawalkha


www.getwsodo.com
www.getwsodo.com
The 12 Question process by Ted McGrath

First, it is important to pre-qualify your clients by letting them know call is to define their
vision (this is where the invite is designed)

1. What is your vision? Personally, professionally, financially. If we are having this


conversation in a year what will it look like?
2. Narrow down to what’s the most important goal

3. What is stopping you from getting this goal?

4. What is it costing you to not get to this goal?

5. On a scale of 1-10 how committed are you to accomplishing this goal?

6. What would it mean for you to accomplish this goal?

7. How will you feel when you accomplish this goal?

8. What are some of the reservations in going after your goal?

9. Where are you financially? Have you invested in yourself before?

10. What does your financial situation look like?

11. Make the offer: get into a dialogue about the product, and tell them how it relates to
them.

12. Present the price: hopefully, at this time you would have already taken care of their
objections.


First: Serve Module 11. Session Notes Ajit Nawalkha

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