How to properly consult a customer

In the network business, the approach of communicating with the client with the emphasis not on direct sale of a product or service, but on the implementation of a free consultation has proved to be successful.

Quite often problems arise already at the stage of the invitation without reaching the consultation itself. However, if your personal brand is built correctly: you have a well-designed page in social media, publish good photos and useful content — all of this begins to attract the target audience. And you will not have much difficulty getting requests for free consultation by posting information that sells this service. At the partner webinars, we have already discussed how to build a system that will attract a flow of requests.

What makes individual consultation so valuable? It allows you to increase the customer's trust in you as an individual and expert. This way it is much more effective to make an offer based on the individual interests of the person you communicate with, to understand their needs and to answer the questions.
However, a consultation can lead to both success and failure.

How to conduct it correctly? Step-by-step guide.
So, a small victory — you have received a personal message "I Want a consult"!

Step one. Check the page of the person who submitted the request to evaluate it and prepare a little for communication.

Step two. Say hello and make an appointment in Skype or Zoom. Don't delay the first session of communication! The consultation should be scheduled promptly, up to the end of the working day. You will have voice communication. The consultation entails a demonstration of the screen, so both parties will need a computer. Inform the customer about this. You can give them a brief instruction on how to connect to the consultation session, this will demonstrate your concern for them.

Step three. Start the consultation on time. It is better to call a few minutes before the start to establish proper connection. At the beginning of the conversation, set the meeting time - up to 45 minutes. Share the conversation plan in a nutshell. Ask the customer a few questions prepared in advance that will help you understand their request. During the consultation, talk only about the relevant issues, remember that you are an expert and are providing a service to a customer, and not merely communicating with the person.

Step four. Use the visual means. For example, using an app that allows you to draw online, offer the customer to work with the life balance wheel. Draw a wheel, divide it into the main domains of life, for example: work, family, friends, health, finances, hobbies, recreation, spiritual development. Other important areas can be also specified at the customer's request. Then the customer should evaluate how satisfied they are with the level of development of each domain in their life using a ten-point grading scale. Fill in each area of the wheel in accordance with this estimate and you will immediately see which of the domains you need to shape up. This visual analysis will benefit your customer and help develop the conversation.

Step five. Help find a solution to the problem. Most likely, the consulted person will have a low level of satisfaction in the financial sector of the life balance wheel. Make an offer that will help him earn money remotely. The proposal should be concise, but reasonable and understandable, and not just sound like: “join our team and everything will be fine." Demonstrate your expertise, high earnings, and willingness to teach the customer to earn well being a team member. If he is interested, send him some additional materials explaining the essence of the project: marketing plan, description of the technology, action plan (for example, in a "white paper" format which can be downloaded in the back office, the "For partners" section - "Materials for work").

Step six. Give some time to think. Arrange a call with the customer after they have read the material and made a decision. Don't delay it, one day is enough. For example, schedule a call before 13:00 the next day. It is the customer who should call, this will demonstrate that we do not impose our offer, it is interesting to them and they are ready to act. If a person calls and wants to cooperate, we add them to our team. If not, we forget about it and move on.

We have described one of the most successful models of consultation. It eliminates imposing a business offer and makes a useful contribution to the relationship between you and the customer. Make sure you take it On and enjoy the new results of partner activity in the company SOLARGROUP!