“Keep it Simple” KiSS

individual effectiveness requires structure: Outline of a consultation: Build a relationship of trust (brt) Find out Explain/share commit/close

consequences If you don’t have specific structure, your thoughts: will seem scattered will be un-organized will be random and lacking purpose ultimately will be largely ineffective

Lets focus on step one Outline of a consultation: Build a relationship of trust (brt) Find out Explain/share commit/close

BRT Objective: create a relationship where the prospect or client trust you and is willing to confide in you. Smile be genuinely happy to see each client call each client by their first name!!! ref: “HOw to win friends and influence people” p 63-70, (Smile); p (be genuinely interested in others)

BRT Other ways to BRT: share stories about yourself tell a joke get them to talk about themselves (people love to talk about themselves! When you see a group picture which you are in, whose face do you look at first? People are most interested in themselves. Listen when they speak) ref: HOw to win friends and influence people” p be genuinely interested in others

BRT what are some other ways to build good relationships with clients? ref: HOw to win friends and influence people” p be genuinely interested in others

individual effectiveness requires structure: Outline of a consultation: Build a relationship of trust (brt) Find out Explain/share commit/close

Consider... What if you were feeling sick so you went to the doctor. however, instead of talking to you the doctor just wrote you a prescription and then moved on to his next appointment? You must understand the clients before you can help them. Find out

seek first to understand how often the hair grows where how frequently Find out

individual effectiveness requires structure: Outline of a consultation: Build a relationship of trust (brt) find out explain/share commit/close

Explain recommend treatment plan explain the treatment is not 100% permanent so they may need more Price after care Find out if they have questions explain/share

Breathe! when anyone has a lot of information to share its easy to loose focus on whether the clients are a) understanding and B) liking what they are hearing. The key is to watch the client as you are talking. watch their body language. if you feel they may be lost, stop and ask, “did you have question?” Make them feel comfortable in interjecting if they have a concern. explain/share

Reference: Appreciation Marketing Tommy Wyatt & Curtis Lewsey

For next time... Outline of a consultation: Build a relationship of trust (brt) Explain/share Find out Commit/Close