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Process Servers who sell on value over price see greater success and client retention. This slideshow walks through how to handle incoming calls.
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Price Isn’t the IssueSTEVEN D GLENN
PROCESS SERVERS ASSOCIATION OF COLORADO
Scenario: Prospective Clients Call
They call looking for a process server
Their objective is to find the cheapest price
We must understand, most have never been through
this before
We need to determine if we want to work for them
Scenario: Prospective Clients Call
Our purpose is to guide them through a
“practiced routine”
Practiced – well thought out and rehearsed
Routine – sequence which creates an experience
(always the same)
Results – we determine whether we want to work for
them or ship them off
Price versus Value
We show our “value” through our routine
Our “routine” should portray Professionalism
Our “routine” should portray Confidence
Our “routine” should portray Knowledge
The Secret
The client secretly wants to know
Can I trust them
Do they know what they are doing
Can they get this done, right
Is the price fair
The Secret
When you answer these questions, price will not
be the issue
Value is an “Experience” which justifies the fee
with no fuss
The “Experience” is Value
Price is never an issue unless there is an absence
of value
The “Experience”
Determine the service locale
Determine the type and quantity of serves
Determine the court date
Offer the fee to cover completion of service
Close the deal
The “Experience”
The fee for service will be $
We will take the papers out the day after we
receive them
We do unlimited attempts
We will contact you, if we run into any difficulties
The “Experience”
We will email you a copy of the notarized
affidavit(s) upon completion of service and mail
you the original affidavit(s) and the paid invoice
We require prepayment of our service fee
Would you prefer to pay by credit card or send
us a check
The “Experience”
We show our “value” through our routine
Our “routine” should portray Professionalism
Our “routine” should portray Confidence
Our “routine” should portray Knowledge
The Result
Practice, Practice, Practice
Know your numbers
Number of calls
Number whom became clients
Number whom went a different direction
The Result
If you are not satisfied with the results
Practice more
Make small changes if necessary, until you get better
results
