Parker's Points
April 2007
10 Ways to Ask for the Business
In March I spoke at a meeting of the Women's Bar Association in Boston about business development. It is my custom to ask participants to evaluate my presentation and to let me know if there was something that they would have liked to have seen added to the presentation. This time one participant wrote that she would like to know how to ask for the business. Below you will find a list of some possibilities.
As I started this list I realized that so much depends on the questions that you have asked the potential client up until this point. Timing is important here. A potential client must trust you and be comfortable that you can help him or her before he or she is ready to allow you to do the work. If you ask some of these questions too early, the client may feel pushed or coerced. Trust your intuition to tell you when the time is right. Just don't forget to ask!
- Is there anything more that you need from me? Can we schedule an appointment to begin?
- You have told me you need to get this done quickly so let's schedule an appointment to begin working on it. What is the best day for you?
- Imagine the relief you will feel when this is all straightened out! Let's get started working on it this week! Can you come in on Friday?
- Should I proceed with handling this matter for you?
- I'd love to work with you on this, when shall we begin?
- Is there anyone else that needs to approve this decision? Are you ready to go forward with this?
- What is the time frame in which you want to accomplish this? To meet your schedule it would be best to start by _______ don't you agree? Shall I put a date on my calendar by which time I will have the work completed?
- I can get this done for you by Wednesday of next week, would you like me to call you then or would you like to schedule an appointment for that day?
- When you are ready to begin to work with me you will need to give me ________. (Retainer, contract, credit card number etc.) Would you like to do that now?
- Since you know you want to do this, are you ready to get started?