So, you’ve put a lot of effort into your lead generation process, and you have a great lead in your hand. Now, what can you do to improve your probability of making a profitable sale from it?
Michael McLaughlin, addresses this issue in his new book, “Winning the Professional Services Sale.” And, it’s the subtitle that got my attention: “Unconventional Strategies to Reach More Clients, Land Profitable Work, and Maintain Your Sanity.”
What I really like about Michael is that he gets the marketing perspective as well as the sales process. And I had the opportunity to interview Michael recently to discuss his new book. Michael’s new book focuses on ways to make the most of those meetings and appointments in order to improve your chances of making a profitable sale.
During this interview, Michael and I discuss:
- Why we need to do a better job of preparing for that first meeting with prospects. We’re spending too much time prepping the wrong kind of presentations and focusing too much on the company and its background.
- How we can conduct a masterful client interview that will help build enduring client relationships. We’re not prepping right for the analytical part of the interview.
- When to walk away from a lead. We’re not always using our time and resources wisely.
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