Barbara was a top executive and small-business coach who could double the success of her clients.

But Barb confessed she had a painful secret.

She was great at having enrolling conversations where people were interested in what she did.

But then she ran out of gas.

“I really bond with people, and after I’ve talked to them for an hour I don’t know how to gently say, ‘This is what I can do for you…' without feeling like if I’m selling them too soon.”

Barbara is like many of us who value our authenticity, or who love our conversations with people and feel like we’ve almost made a friend.

And how do you “sell” a friend?

“I feel as if it erases all my authenticity to offer my services without giving them something first,” she said. “But I know I’m leaving money on the table!”

This is a case of “the more you market, the less you have to sell.”

Barbara had two options, both of which she now uses to great success.

1. THE REPORT

The next time Barbara talked to a prospective client, she said,

“By the way, since we’ve been talking about success traits, I have the ‘20 Executive Flaws That Prevent You From Making More Money’ in a 7-page report. May I send it over to you?”

And then she added, “Would you rather listen to it or read it?”

No one refused.

Barbara made sure her report rocked.

It was so provocative that when she followed up, she got a 90% response rate.

Everyone wanted to know how to get rid of their flaws – (work with Barb!)

2. THE QUIZ

For those people who said to Barbara,

“This has been so interesting, I’d love to call you and chat some more.”

Well, maybe…

Barbara needed something to separate the people who would hang on the phone for two hours and those who were prospective clients.

So she said, “Great! Call my assistant Carrie and set up a time that’s good for you.”

And if you don’t mind, Carrie will send you my Smart Bomb Quiz so we can get the most out of our call.

What’s the hidden value of a quiz?

1. It uncovers the weak spots in the person who’s reading it, without you having to do it.
2. It raises a healthy anxiety about those weak spots, so the prospect naturally wants to know how to solve the problem. Even better is a quiz that grades your prospect into one of three categories.
3. People love to know more about themselves, and a quiz with categories tells them what group they belong to, and where they are on the success/leadership/ (whatever your topic is) scale.
4. A quiz gives you a pin-point idea of who you’re talking to, and what they need from you.

Barbara’s quiz was a stunning tool to convert casual prospects to hot leads.

Now Barbara has more clients, and she never worries about being authentic in casual conversations.

Try it. It works!