Do you get excited when you receive an inquiry for your product or service? Do you always respond with enthusiasm and eagerness?

I was speaking with one my clients and she was expressing her concern about why the people that were inquiring didn’t return her calls after she sent her price sheet. Statistically, it is recognized that after approximately 5 engagements a person will make a purchasing decision.  The number of required engagements likely increases as the cost goes up.  For instance, that amount of times you debate on buying a candybar is probably a lot less than when you are purchasing a flat screen TV.

One tip I have to offer is to ask questions about what the client values.  Offer packages that cater to their needs and desires. Have packages AB & C with a “custom” package deal if you need to close the deal.

Do you have any other tips or ways to engage a prospective client to increase the likelihood of purchasing from you and not a competitor?