The Seminar The Results – Part Three

In this second part of my interview with new HMA Consultant, Kevin Fort, Richard joins us on the call to discuss Kevin’s progress and some of the challenges that he’s experienced since starting his business.

Kevin has been experiencing very negative attitudes from prospects. Most often, Kevin feels that he gets shot down once he begins to discuss what his fees would be.

You’ll hear Richard explain how you, the HMA Consultant, must qualify the prospect up front so as not to waste your time or the prospect’s time if there’s not a good match. Richard also suggests some great wording and phrases that will help HMA Consultants determine if the person is indeed a qualified prospect and how to flush out objections before the prospect brings them up.

Richard explains some methods that can be used to build credibility and trust with the prospect. It’s very important to ask questions about the prospect’s business and then to listen to the prospect’s own frustrations about his or her business – let them unload! This not only builds trust, but it will better equip you to hit objections head on and then to present the best solution for the prospect.

We spend some time explaining the most valuable aspect of marketing yourself – How to explain your own USP to the prospect. Show what makes you different than other marketing consultants who are most likely using a method that is based on traditional sales and marketing. You’ll hear the way that Richard himself explains his own USP to prospects.

There are tons of other suggestions and methods in this recording that I know you will find helpful and will benefit your own marketing experience. When you hear and understand Richard’s own techniques, I know that you will be anxious to incorporate some of them into your own unique way of marketing the HMA system that will make life easier and more fun for you. Enjoy!

For more information, go to http://www.hardtofindseminars.com/audioclips.htm