Sometimes YOU are the product – it is the service that you provide that is what the client sees as the product, you need to be focused on building the relationship for whatever amount of time it may take (statistics show that people need to hear the same message at least 9 times before they act on it).
Listening is critical – we need to provide the response to their needs – sometimes we cannot do this right away as they are not sure what their questions/needs are – listening and continuing to ask questions of the prospect or client will help us get there.
Providing value-add information with the letters and emails – so not just a pitch, but interesting information that make the client & prospect look forward to your information.
As the product, you are responsible for delivering what the client is looking for....are you ready for that?
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