Andrew is right. Selling copywriting services is no different from selling anything else fundamentally. And this isn't the first thread to talk about focusing the conversation on the needs of the client.

This is just a formula that I've used that really works. The other significant part, not really discussed, is what questions to ask. But that's another topic for another thread.

I'm glad each of you found it useful. If you use it and find it works, drag this thread back up and talk about it.

Oh, and buy me a beer!

I did the same. Quality post, Chris. Thanks for taking time to share.

Great advice! Those Spin Selling books have definitely helped me to close more deals, and not just for copywriting clients. People just love to talk about themselves and their business, and most of the time you'll do much better if you ask open-ended questions and let them do most of the talking.

Also, if you don't have it (and it's still available), I highly recommend Doc Kilstein's Value Based Copywriting DVDs, which takes Spin Selling to the next level.

Killer material. I know some folks on this forum (like Leah Carson and JMo, I believe) attended this conference and can back what I'm saying.

John

Chris, I couldn't agree more.

Great post.

MiniCopy

Looks like I'll be standing in line to buy you a beer, Chris. And happy to do so. Thanks for an excellent post!

Chris,

Fantastic information. This is
definitely what copywriters need
in order to close more clients.