When you know what your ideal clients top 5 concerns are, you can start to address these in your marketing messages, making it so much easier to close the deal.
Think about the questions your potential clients ask. Often these questions are based on their concerns. When you have a list of these questions/concerns you can then start to address them as potential clients move through your sales process.
Some people may be more direct than others in asking questions so make sure you listen to all of them.
Things like your qualifications, licenses, associations you belong to, insurance and financial stability can be topics that many people aren’t comfortable asking about. It’s good to cover these in your sales process and to educate potential clients why these things are important. This way you won’t have to try to compete on price against dodgy operators.