This is a preview of the e-book, "Ace Your Potential Client Calls." http://www.thevacoach.com/products/ace-your-potential-client-calls/

1. Ace Your Potential
Client Calls: A Complete
Guide to Client Call
Success
Produced by Erin Blaskie
http://www.TheVACoach.com
The material in this e-book is protected under copyright. Any reproduction,
transmission or sharing of this material is strictly prohibited.
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2. Table of Contents
INTRODUCTION TO ACE YOUR POTENTIAL CLIENT CALLS 4
THE POTENTIAL CLIENT CALL EXPLAINED 6
What is the Potential Client Call? 6
Why Are Potential Client Calls Important for Your Business? 7
THE POTENTIAL CLIENT INTAKE PROCESS 8
Setting Up Your Website to Accept Potential Client Calls 8
3 Things to Do Before Your Call to Weed Out the Not-So-Serious 11
Pre-Potential Client Call: Things to Do to Shine 15
THE POTENTIAL CLIENT CALL SCRIPT 17
THE POTENTIAL CLIENT CALL CHECKLIST 27
Checklist: Setting Up Your Resources 27
Checklist: Pre-Potential Client Call 27
Checklist: The Potential Client Call 28
Checklist: Post-Potential Client Call 28
HOW TO DEAL WITH FEAR & OBJECTIONS 29
Overcoming Fear 29
When You Donʼt Know How to Do Something 31
Dealing with Common Objections 32
RECOGNIZING RED FLAGS: THE CLIENTS TO AVOID 35
ON CONFIDENCE 38
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3. YOUR QUESTIONS ON POTENTIAL CLIENT CALLS 39
What if the Client Says No? 39
How Do I Find Honest Clients? 40
How Can I Stay Prepared? 40
How Do I Avoid Overwhelming the Client? 41
How Do I Justify My Rate? 42
How Do I Say No to a Client After Iʼve Sold Them? 42
What if I Donʼt Have the Right Answers? 43
I Hate Cold Calling – What Do I Do? 44
What if the Client Asks for a Discount? 44
I Have Issues Presenting My Business Well 45
How Do I Illustrate Value vs. Dollars per Hour? 46
How Do I Structure the Call and How Do I Maintain Confidence Throughout the Call? 47
How Do I Ask the Questions I Need to Ask to Find Out if the Client is a Good Fit? 48
How Do I Get Around the “I Donʼt Know That Program but Am Willing to Learn” Issue? 49
I Have an Accent – How Do I Make Clients Feel Comfortable Even Though My Language is
Foreign? 50
Iʼm Not Aggressive Enough to Sell… Help! 50
Have a Question of Your Own? 51
IN CLOSING… 52
ABOUT THE AUTHOR: ERIN BLASKIE 53
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