This document provides tips for solo professionals to have successful sales conversations that lead clients to hire them. It discusses preparing for conversations by having the right mindset, being a leader not a job seeker, and filtering potential clients. During conversations, professionals should follow a four-act structure: understand the client's current situation, vision for the future, show how you can help close the gap, and make an offer. Key aspects include listening, setting goals, identifying challenges, and creating a clear solution and vision. The document aims to help solo professionals earn more from their work by guiding focused client conversations.

1. SUCCESSFUL SOLO PRO SALES CONVERSATIONS
PRESENTED BY BARBARA SAUNDERS, THE SOLO PRO SUCCESS COACH
DIRECTOR, IASECP | FOUNDER, THE SOLO PRO ACADEMY
IASECP.COM | SOLOPROSUCCESS.COM

2. THANK YOU!
TIME IS VALUABLE - SO YOU’RE INVESTING IN YOU

3. WHY?
YOU’RE LEAVING MONEY ON THE TABLE!
LET’S PUT AN END TO THAT.

4. YOU’RE IN THE RIGHT PLACE IF:
YOU’RE GOOD - BUT NOT EARNING ENOUGH
YOU DON’T HAVE ENOUGH WELL-PAYING CLIENTS
YOU’RE FRUSTRATED WITH YOUR CLIENTS/PROJECTS
YOU’RE WORKING TOO HARD TO GET TOO LITTLE
YOU WANT TO MOVE TO THE NEXT LEVEL

5. WE’RE GOING TO COVER:
PRE-CONVERSATION PREP WORK
BEING A LEADER
GUIDING THE “4-ACT PLAY”
DIFFUSING THE ‘MONEY’ ISSUE
RED FLAGS FOR WHEN TO CUT & RUN
... AND A SPECIAL RESOURCE FOR YOU

6. MY OWN STORY
FROM FREEBIE FREELANCING TO SUSTAINABLE BUSINESS

7. THE OBJECTIVE
HAVE A FOCUSED CONVERSATION
THAT LEADS A POTENTIAL CLIENT TO MAKE A DECISION
— TO HIRE YOU.

8. LET’S DIVE IN
KEEP AN OPEN MIND — THIS IS A NEW APPROACH!

9. PRE-CONVERSATION PREP
MINDSET - SERVICE NOT NEEDINESS
PREPARE TO LEAD
FILTER CLIENTS
THIS IS NOT A ‘JOB INTERVIEW’
YOUR CHECK LIST & ‘CHEAT’ SHEET

10. MINDSET PREP
EXPERTISE HAS VALUE
CREATE AWARENESS
YOU ARE THE ‘CEO’
GUIDE THROUGH FEAR
SELLING IS SERVING
IT’S NOT ABOUT YOU

11. PREPARE TO LEAD
YOU KNOW ENOUGH
SET APPOINTMENTS
SET YOUR STUFF ASIDE
REVIEW YOUR SYSTEM

12. FILTER FIRST
FINE TUNE YOUR NICHE
IDENTIFY PAIN
BUILD A SIGNATURE SYSTEM SOLUTION
PRE-QUALIFYING QUESTIONNAIRE

13. THE CONVERSATION
BE THE ‘CEO’ — NOT THE ‘JOB SEEKER’
LISTEN TO LEAD, NOT TO FOLLOW

14. LEAD FROM ABOVE
SET THE TONE
TENSION IS OK
ESTABLISH AGENDA
ACKNOWLEDGE

15. A FOUR-ACT PLAY
IDENTIFY WHERE THE CLIENT IS CURRENTLY
IDENTIFY WHERE THEY WANT TO BE — THE ‘GAP’
SHOW YOU CAN LEAD THEM THROUGH THE ‘GAP’
ASK FOR THE BUSINESS

16. SET THE STAGE
THE ‘CEO’ APPROACH

17. ACT 1: WHERE THEY ARE
GET A CLEAR PICTURE OF THE CURRENT SITUATION

18. WHAT TO UNCOVER
WHY ARE THEY LOOKING FOR HELP
DIG INTO CHALLENGES
IDENTIFY SELF-SABOTAGING
MISSING PIECES OR OPPORTUNITIES
ASK “WHAT DO YOU WANT INSTEAD?”

19. ACT 2: LOOK AHEAD
WHERE DO THEY WANT TO BE

20. WHAT’S THE VISION
MEASURABLE GOALS
WHY IS THAT IMPORTANT?
WHAT’S AT STAKE?
DIG DEEPER INTO THE IMPACT AND COSTS
WHAT WILL THIS CHANGE DO FOR THEM?

21. DRILL INTO IMPACT & COST
WHAT’S HOLDING THEM BACK
DEEP LEVEL OF IMPACT: THE COST
QUANTIFY THE COST
MORE CHALLENGES
EXPLORE OTHER AREAS OF IMPACT

22. IDENTIFY THE GAP
CLARIFY WHAT’S IN THE ‘GAP’

23. INTERMISSION
RECAP THE GAP
YOU’VE HEARD THEM.
YOU UNDERSTAND — THEY UNDERSTAND

24. WANT MORE HELP?
BUSINESS MAPPING STRATEGY SESSIONS OPENINGS
($147 VALUE)

25. ACT 3: PLOT THE COURSE
SHOW THAT YOU CAN LEAD THEM OVER THE GAP

26. ACT 4: MAKE YOUR OFFER
ASK FOR THE BUSINESS

27. FINALE
THE FOLLOW UP SYSTEM

28. WANT MORE HELP?
BUSINESS MAPPING STRATEGY SESSIONS
($147 VALUE)

29. DETAILS
CREATE A CLEAR VISION
UNCOVER HIDDEN OBSTACLES AND CHALLENGES
LEAVE RENEWED, RE-ENERGIZED AND INSPIRED
READY TO TAKE YOUR NEXT STEPS
FILL OUT AN ONLINE APPLICATION AT: WWW.IASECP.COM/STRATEGY