You’re sitting with a prospective client talking about their case or the services you can provide. You’ve made the case for why they need your help, explained what you will do, talked about fees, answered their questions, and you think they’re ready to sign up.
But you’re not sure.
What should you do?
One thing you can do is “assume the sale”. Hand them the paperwork and a pen (or stylus) and tell them where to put their name. You might start with an authorization instead of a fee agreement or another document to fill out.
If they fill it out, they’re saying yes to the dress.
If they have more questions or objections, they’ll let you know.
If you’re still not sure, ask them. “Are you ready to get started?”
It can be as simple as that.
Actually, it should be. If they need you, can afford you, and don’t need to get anyone’s approval, it should be a done deal.
So ask.
“Are you ready to get started?” Or, “Would you like me to get started?” Or, “When would you like to get started?” Or, “Would you like to get started this week or is next week better for you?”
It’s all good.
You’re not asking for the sale. You’re asking what they want to do. If they’re ready, great. If they want to wait, that’s fine (although there are things you can say to get them to reverse course), but the best thing for you to do is to let them do what they want to do.
Remember, they need you.
Also remember, nobody likes to be pushed. And pushing makes you look desperate. And you don’t have to push.
Ask if they’re ready. If they’re not, their reasons or objections will tell you what you need to say to help them get ready.
And there’s nothing better than a client who’s ready to put you to work.
