Thank you for your thoughtful comments. Ron, thank you also for your additional tips.

This certainly enriches the conversation and I hope at least a few writers may benefit from it!

Warm wishes,
Helen : )
.-= Helen Chang´s last blog ..Jan 14, Freelance Ghostwriters at Your Service =-.

Thank you for the follow-up blog. While you are in a different market than I am (I mostly write B2B marketing communications), most of the strategies are the same with one notable exception – your prospects are making an emotional decision. Most wannabe authors have a deep emotional attachment to their book.

In that regard, you are on the right track. I would definitely focus on getting them to start talking – which shouldn’t be too hard as long as you present yourself as an eager listener. I would think that expressing empathy very quickly in the conversation will help. Because most wannabe authors share some common frustrations, you should be able to formulate a handful of short empathetic statements covering those common topics. At the first sign from the prospect that that have one of those frustrations, throw your statement in, and then shut up. That should get them to start talking, and that should get you halfway there.

Some miscellaneous tips:

The easiest way to sell someone is if they think it was their idea to buy from you. Be empathetic and throw out some brief examples of how you’ve helped other authors. Don’t make it obviously about them, just about other authors who had similar problems, and try to end with an easy question that moves the subject slightly – enough to make it seem like you weren’t trying to pitch them with those services, but not so much that they have to think about it so much that they forget about your story. The net effect should be that, in the back of their mind, they’re thinking about how you might be able to help them that same way. In a few minutes, they should ask – “hey, do you think you could do that for me?” You act surprised, think about it for a few seconds, and respond positively.

Also, when selling on the phone, it is very important to synch your voice to that of the prospect – very quickly. You have to recognize their tone within their first few words. Are they talking fast, slow, loud, soft? Do they seem in a hurry or distracted? By matching their tone, you don’t irritate their thinking process.

Gotta run, but you’re doing great!