Process Servers who sell on value over price see greater success and client retention. This slideshow walks through how to handle incoming calls.

1. Price Isn’t the Issue
STEVEN D GLENN
PROCESS SERVERS ASSOCIATION OF COLORADO

2. Scenario: Prospective Clients Call
 They call looking for a process server
 Their objective is to find the cheapest price
 We must understand, most have never been through
this before
 We need to determine if we want to work for them

3. Scenario: Prospective Clients Call
 Our purpose is to guide them through a
“practiced routine”
 Practiced – well thought out and rehearsed
 Routine – sequence which creates an experience
(always the same)
 Results – we determine whether we want to work for
them or ship them off

4. Price versus Value
 We show our “value” through our routine
 Our “routine” should portray Professionalism
 Our “routine” should portray Confidence
 Our “routine” should portray Knowledge

5. The Secret
The client secretly wants to know
 Can I trust them
 Do they know what they are doing
 Can they get this done, right
 Is the price fair

6. The Secret
 When you answer these questions, price will not
be the issue
Value is an “Experience” which justifies the fee
with no fuss

7. The “Experience” is Value
 Price is never an issue unless there is an absence
of value

8. The “Experience”
 Determine the service locale
 Determine the type and quantity of serves
 Determine the court date
 Offer the fee to cover completion of service
 Close the deal

9. The “Experience”
 The fee for service will be $
 We will take the papers out the day after we
receive them
 We do unlimited attempts
 We will contact you, if we run into any difficulties

10. The “Experience”
 We will email you a copy of the notarized
affidavit(s) upon completion of service and mail
you the original affidavit(s) and the paid invoice
 We require prepayment of our service fee
 Would you prefer to pay by credit card or send
us a check

11. The “Experience”
 We show our “value” through our routine
 Our “routine” should portray Professionalism
 Our “routine” should portray Confidence
 Our “routine” should portray Knowledge

12. The Result
 Practice, Practice, Practice
 Know your numbers
 Number of calls
 Number whom became clients
 Number whom went a different direction

13. The Result
 If you are not satisfied with the results
 Practice more
 Make small changes if necessary, until you get better
results