Here are a few tips that really work!

After you’ve presented your proposal, overcome all the objections, and discussed possible solutions, an easy and friendly way to help the prospect make the deal is to ask, “Where do we go from here?” This question is non-threatening and will prompt the prospect.

State a time limit when you make an appointment with a prospect. If you tell the prospect that you only need 15 minutes of their time, be sure to leave after 12 minutes unless the prospect invites you to stay longer. The message is strong and clear: “I value your time and appreciate you.”

When you are in a prospect’s office and they tell you that they need to “talk with someone” about your services, take a minute to ask one question: “Will you recommend my services and me to the [CEO, business owner]?” The response will give you an idea if the prospect is truly interested or just stalling. You have better things to do!

If your firm does trade shows, save yourself some money (and some back pain). Most prospects throw away brochures they receive at trade shows. Instead of sending them out the door with more paper to chunk in the trash, offer to mail your firm’s information. Take prospect business cards and make notes about specific information each prospect can use. For “hot” prospects, send an “overnight” package.