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I have found the best way to deliver free consultations is to do a a two-step process. The first step is discover. The second step is proposal.
Discovery. The first conversation focuses on discovery. They have already seen your content so you can focus more on their challenges as they understand them. Ask how they see their problem and what they believe the solution is. If you listen well enough, they might even provide some insight on why they believe you are the right person to help them.
They may also have some nuanced needs that are important to hear. Simply create an opportunity for them to tell you all of what they have to say about their particular situation.
Proposal. In the second conversation you are going to offer them your packaged solution. First, acknowledge what they’ve told you and the specifics of their situation. Second, present them with your packaged solution. It’s simply a matter of if they are ready to make the purchase. Make it easy for them to decide and keep the interaction low pressure.
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