This episode of the Six Figure Secrets of Fractional Experts podcast is for fractional executives who hate selling. Host Bradley Jacobs, founder and CEO of Mylance, a community and lead generation platform for fractional executives, argues that you shouldn’t hard sell. Instead, you should focus on offering solutions to client problems.
The key is to ask questions during intro calls. By learning about the client's business and challenges, you can determine if you're a good fit and if they have a high-value problem you can solve.
Here are some tips for asking effective questions:
Start broad and then get specific.
Ask questions in your area of expertise to demonstrate your knowledge.
Share anecdotes from past clients to illustrate your value.
Use follow-up questions and mirroring/labeling to keep the client talking.
Actively listen for cues about the client's needs and budget.
Transitioning from questions to an offer should be natural. You can use phrases like "we" and "let's figure this out" to build rapport. Briefly outline a solution and ask if they're interested.
Not every client will be a good fit. Be honest about your capabilities and refer them to someone else in your network if necessary. Always prioritize adding value and building relationships. By focusing on the client's needs, you'll build trust and generate leads organically.
If you found this episode helpful, come check us out at Mylance.co
