How To Improve Your Success Rate By 75%
Updated: May 9
Are you spending too much time educating your prospects on your why?
When I first started out I’d spend countless hours meeting with prospects explaining why they should hire me. I was new to sales with a quota of new meetings I'd set myself to hit. Needless to say, I wasn't very smart at qualifying prospects. I kept booking more meetings.
But over time I calculated that if I was asked one particular question my chance of gaining her as a client dropped to under 10%:
“But I can write. Why should I hire a copywriter?”
Once I heard those words I knew the rest of the meeting was going to have to be an educational one. I’d explain my ‘why’ again and again without ever moving her forward to hiring me. I discovered that this was a fact-finding mission.
They'd never hired a copywriter before.
What I also discovered was that getting a second meeting was going to be extremely hard, in most cases impossible, and even if I did 90% of them never became a client.
I knew this wasn't sustainable and I did two things to solve my problem:
I wrote an article to allow me to scale the 'Why' process - 7 Reasons You Should Hire A Copywriter - Even If You Can Write I don’t repeat myself. I don’t keep explaining my 'Why'. I can now educate multiple prospects at the same time. Plus, it’s available 24/7.
And more importantly, I qualify these prospects effectively before meeting with them by asking if they’ve worked with other copywriters before. If they haven't then I direct them to this article - 7 Reasons You Should Hire A Copywriter - Even If You Can Write
Now when I meet new prospects my time is spent discussing their business, and upcoming projects. I’m having fun, interesting and stimulating conversations and I hear about where they’re getting stuck and what issues they’re facing in their roles and business.
Plus, I'm winning lots more amazing projects to work on.
Since I scaled my ‘Why hire a copywriter…’ my close rate increased by 75%.
If you need help scaling your ‘Why’ contact me today.