I was with a client earlier this morning and witnessed something worthy of passing to everyone. It´s not new, complicated or expensive. Rather it´s free and something we all intuitively know; it´s just nice to see in action.
My client is in a professional service. As our meeting was beginning, the phone in his office rang and as we were just settling, I gestured and he took the call.
It was apparent it was a call from a prospective client. He asked a few basic questions, clarified his understanding of the nature of the call, and then said these most important words. "What I recommend you do, whether with me or someone else, is sit down and talk about your particular needs and what you´re trying to accomplish. Then a particular solution can be discussed. If you meet with me there´s no cost for the conversation."?? He then took a note and ended the call.
When he returned to my focus I was all smiles. "That´s the perfect way to handling a call like that! Your consultative approach is spot on; the focus in on your prospect and their needs, not on you and yours."??
"Yes"?? he replied. "I always get the appointment."??