Expert Training #3: Renee Hribar
Renee's 3 Points:
1 have a list of questions that inspire a good reaction
exposes the “gap of why”
2 have systems in place so you can book clients - have document ready to accept a YES right away
3 5-minute follow up call for ALL calls
Have a two-call process
Sending money is an emotional process - don’t let them do it alone
Inspire them to Hire You
Bring up the Elephant in the room
Tell a story of a client in the past with a similar objection
If they’re on the phone with you, they’re definitely interested in working with you, so guide them to the yes
Always add a due date
Tell yourself: "It’s okay to close on the phone."
Follow ups q’s we discuss:
Lilah asked, "where do you create great questions?"
- why do you need what I have to offer?
- why is now the time?
- what do you expect from working with me?
How to format a 5-minute follow up call:
Start by asking questions they say yes to
Cover the details of the quote, avoiding jargon-y words
Set expectations for urnaround time and other details
Establish whatever the next step is on the phone
Renee’s advice for designers: set the expectation of a timeline - design is such big scary world so seeing the specific timeline with understandable words