IN-PERSON CONTACTS: SECTION A

Your business is only as healthy as those with whom you've chosen to work. Develop a "screening process" for prospects or potential referral sources you're thinking of meeting personally so you don't waste time and money on prospects who don't have a significant likelihood of turning into sales or solid referral sources.

When you finally meet with a prospects or potential referral source, don't give your rates or explain your products/services right away. You're not being evasive; it really is true that many situations will depend on the client and on the information you have about the client. Meet them as people, sound dynamic and interested, be willing to make small talk for awhile to "feel out" their personality. Ask indirect questions that gather key information: "What are your income goals?" (either minimum or WOW), "What's your biggest challenge in your business currently?" Make them wonder how you're going to use that information (thereby creating the intrigue that will get you the second appointment), and then make sure you do use it by sending or telling them things that meet their needs or bring them nearer their goals.

At the first meeting, you may not have enough information on a prospect or potential referral source, so wait until you do before you give out lots of information. Giving them rates and details also allows them to control the conversation, and you must control it if you're going to get anywhere. Ask great questions; don't just answer them, and don't just talk about your products/services! Create positive intrigue in order to get a second appointment with them by leaving specific things out. Use your first few contacts to gather--not give--information.