I was working with a contractor client and his intake person about how they might handle the early stages of the sales relationship with potential clients so that the contractor felt more in control. In a previous call the contractor and I had discussed some of the principles, such as setting a clear up-front contract with the potential client and asking questions instead of telling the prospect a lot of information about the company that would likely not mean anything to him. 

On the call with the contractor and his intake person, we did some role-playing. We set it up so that the call was recorded. This allowed my client’s intake person to do a written download of all that was discussed.

About a week or two later my client emailed me in frustration because of the overwhelming amount of information he now had to consider while deciding what to change with his intake process.

What did I do wrong? I provided too much information at once. In hindsight, it would have been better to break up my input into smaller pieces that my client could have tried one by one. It would have taken longer but the results would have been better.

What does this have to do with you? You know a lot. When you meet with a potential client, you might have a tendency to share too much of your knowledge too quickly, the result being that you might scare the potential client away.

Break up your value-added ways of doing business into bite-size pieces for your already way-too-busy and overworked prospects so that they can understand the value.
One step at a time makes for a long journey, but it is more likely to have a successful outcome.  Paul Winans, a veteran remodeler, now works as a facilitator for Remodelers Advantage, and as a consultant to remodeling business owners. paul@remodelersadvantage.com