Just over a year ago my husband, mother-in-law and I moved into a new home that needed a significant amount of work done. The house was in renovations from about 6 months before we moved in to a couple of months after.
Let’s just say it was quite an adventure….
During that time I had a lot of free consultations with contractors, designers, plumbers, handymen, landscapers, and so on. And I’ve gotta say: this is an area where many entrepreneurs need help. Especially since you are giving this time away, you must make it count so that it consistently translates into clients and revenue for you.
When you’re off your free consult game, you’re throwing time and money away — people can sense immediately if you’re unsure of yourself, if you’re not clear on what you offer, or if you don’t believe in the value of what you do. And when that’s the case, they’ll move on, even if the other vendor is more expensive.
That’s what I did.
So if you’ve been giving out the free consultations like crazy but haven’t had a great ROI (return on investment), let’s talk. I’ve got some ideas for you that can help.
First off, remember that your free consultation is not about you. It’s about them. It’s about how you can solve the problem they’re having — whether that’s a leaky gutter or a desperate need for a vacation — you are there to show them that you get it and that you have solid ideas about how to make it better.
Think about what you want when you are talking to a potential service provider. You want someone who:
- Is paying attention
- Shows up on time
- Listens well
- Asks the right questions
- Strives to really understand your unique situation
- Is not constantly distracted by phones, computers, pagers, or other beepy thingies
- Is confident without being arrogant
Set the intention to really show up and be there in that moment with that person.
Second, listen to your gut. Don’t let the fear of not getting a sale cause you to say yes to someone you know you don’t want to work with. Don’t let scarcity tell you that there’s not enough to go around so you have to work with every client. You can trust that there is a sea of IDEAL clients out there for you – because there is.
During your free consultations, they’re testing you out, AND you’re also testing them out. It’s a relationship, after all, a give-and-take. If you get a bad vibe or they just aren’t a great fit for your specific skillset and services, refer them to someone else or say you’re not available and move on.
Taking on clients who you can’t serve very well, or who drain your energy, have what I call, a cluttering effect. Everything gets blocked up which makes it hard to hit your revenue/booking goals without burning yourself out.
Conversely, when you act on the courage to say no to those situations that you know won’t serve you, you open up space for the perfect clients to come in.
Lastly — and this might be the most important one: remember that the best thing you have to offer is not your low, low price or no planning fee. If that’s the best thing about your service, then you might not love what you do (and you’re leaving a LOT of money on the table). It’s great to be competitive. But what you’re trying to convey is the value of what you have to offer, not the cost.
You are providing a high-quality solution in a way that serves them, that makes their lives instantly easier. You’re bringing light into their world. You’re offering them one less thing to worry about. You’re giving them your energy, time, and focused attention. You’re making them feel like they matter and what they want matters. You’re serving it up with a side of awesome communication skills, timely delivery, and designed with passion and love. That goes a long way with people!
When you love your work and you’re the best at what you do, you don’t have to be the cheapest (for example, you don’t have to offer the lowest planning fees).
Inside the Travel Expert Marketing Academy we give you a High-Converting Free Consultation Guide along with a Sales Tips Guide so that you have everything you need to facilitate short effective consults that land you new IDEAL clients.
We also show you how to set up a marketing system that consistently attracts in new IDEAL clients and gets them to book free consults with you so that you are able to hit your revenue goals each month.
If you’re not yet a member, register for a FREE preview of the academy here.
Love & Success,
Heidi and Your Marketing Team
P.S. In next week’s Travel Expert Insider, I’m going to share with you the truth about planning fees. You don’t want to miss this – watch your inbox next Thursday!