How to Research Potential Clients.
Have you ever experienced this?
A new lead drops into your inbox and just reading their intake form answers messes with your mind.
If this is you, you’ve just been triggered by a past experience and it’s blinding you to all possibilities?
Maybe, you are not unlike the clients I work with who immediately see a new lead and are blinded by their brilliance and that causes you to doubt your ability to sell your services to them.
Or, maybe you start assuming they aren’t a fit for your work because you misread something they said in their intake form answers?
As a sales coach, I find myself helping my clients see what they can’t when it comes to the potential a new lead presents for their business. This usually looks like me reading over the intake answers and showing my clients why I believe they are an excellent fit for their service. Sometimes our blind spots serve to protect us from the best clients for us.
Do you panic 😱 when a new lead hits your inbox and lose all reason?
I’ve seen this happen with clients who see a new lead come in and automatically assume the fit is off.
Tips for Taking on a New Client.
This leads me to the next question: when should you do a background check?
The answer is simple: before you schedule a call with them.
I’ve seen clients meet with the potential buyers they initially thought weren’t a great fit, only to be pleasantly surprised that they’re a perfect match for their needs.
Before you go running for the hills, how about doing a “background check” before assuming anything.
A good background check can calm your nerves and help you create a case for or against taking on this new lead as a client.
What if you can't see this new lead for what it is - it could very well be an AMAZING NEXT LEVEL CLIENT!
A Potential Client Background Check.
For times like these, when I have a client who is doubting the viability of a lead, I’ve created this background check to help you do some research and test your assumptions and theories about your new lead.
This is where your background check comes in handy.
For times like these, when I have a client who is doubting the viability of a lead, I’ve created this background check to help you do some research and test your assumptions and theories about your new lead.
Understanding your leads’ needs, capabilities, and motivations can help you make a convincing case to take them on as a client.
Doing a “background check” on a new lead try this. 👇🏻👇🏻👇🏻
Here are the credibility markers I use when looking for authority or expertise, I can trust.
Website - as you scan their website ask yourself if you believe what they believe?
Niche - do they have one and is it clear to you?
About Page/Authority Markers - does their level of experience pre-qualify them?
Social Media Presence - Watch their videos to assess message alignment + personality fit
Offers + Price Points - are they priced to afford your services?
Position in the Company - is this person you’ll be doing the work with?
Have they worked with brands/or people you recognize and/or trust?
Do they understand their pain/problem - are they asking you… “ I’d like to improve” or “I’d like to discuss…”
Are your services complementary? - would you want to partner with them because you have a similar ideal client? Would your services be a good fit for their buyers?
Do you see a values alignment? - Read their core values and/or diversity and inclusion statement Do they even have one?
