7 Reasons Professional Service Providers Should Educate Prospects Before Meeting | Episode 1

Chances are, you know a thing or two about meetings.

Do you feel stuck in an endless cycle of free consultations that cut into your profits but lead nowhere? Today, we’re sharing why service providers should educate prospects before they step foot into the meeting room for a free consultation.

Doing so can help set expectations from the onset and clear the path for a brief and productive meeting that wastes no one’s time.

YOU, as the business owner, are responsible for understanding the shift that needs to happen for your prospects to show up ready to hire you, fully educated about what you do and what their next step is.

I’m so excited to share this method with you on today’s podcast episode because I wholeheartedly believe that a great prospect education system is an essential part of building a thriving professional practice.

After this episode, you will walk away with golden nuggets that will help you transform your next free consultation from “Let me think about it” to “Let's get started.”

Here are the 7 reasons to educate your prospects before you ever meet with them:

  1. 1
    [3:09] It Lets You Skip the Small Talk: This way, once you are ready to begin, you can dive right into the most important information without wasting time, money, and resources, covering what everyone should already know.
  2. 2
    [5:17] It Eases the Minds of Your Prospects: When you give prospects information on important topics in advance, it helps them understand your position and sets their minds at ease so that they’re more comfortable during your meeting.
  3. 3
    [7:13] It Allows for More Poignant Questions: An uninformed prospect is more likely to spend the meeting confused because they’re half-listening and half-processing, playing catch-up along the way. But when they’re more informed and engaged, they’re able to form clearer questions that can prompt more in-depth discussions that ultimately leads them to hiring you.
  4. 4
    [8:32] It Establishes Your Professionalism: Your first impression is a make-or-break deal. If you lead with the educational information your prospects are looking for, you’ll have a prospect ready to hire you practically upon arriving at your office.
  5. 5
    [9:38] It Helps You Affirm Your Fee Schedule: When you wait to explain your position and fee schedule at the meeting, you’ve lost an important chance to prove your worth. Educating your clients beforehand helps you establish yourself as an expert in your field, highlighting your experience, your credentials, your education, and your work history.
  6. 6
    [11:12] It Establishes an Environment of Trust: Let all of your prospects know that they’re in good hands from Day 1. Don’t wait until you’re sitting in front of your prospect in person to make your claim.
  7. 7
    [13:43] It Creates Ready-To-Engage Prospects: Don’t let weeks of radio silence build up between the time you schedule that first consultation and when everyone shows up. Instead, use it to your advantage.

I have had a fabulous experience with Bonnie! I can't say enough. You know your stuff, you are responsive, a pleasure to deal with, and so, so knowledgeable. You and your team are coaches, educators, and cheerleaders.

Angela Hayden – Attorney & Coach


I'm excited to see what the future brings because I know I have a system in place to handle a good portion of it. Bonnie and her team are incredibly helpful and I can tell they care about doing a great job and providing really great service. That's huge. I want that!

Kristen Boone

About Bonnie

Through her signature course, the Educate To Engage Program, Bonnie teaches and inspires professional service providers to build a practice that serves them, not the other way around.

With her own experience in the trenches as a professional service provider trying to build a successful practice, Bonnie proves that by embracing education of prospects before the free consultation, professionals can bypass years of cash flow problems and hamster-wheel frustration. Instead of practical radio silence between the time of scheduling and the time their prospect shows up, professionals can leverage a proven system to educate prospects in advance, transforming them into raving clients just about every single time they use it.

Check out Bonnie’s message reserved exclusively for professional service providers who want to streamline the process to turn prospects into raving clients, and who want to move closer to a business that grows faster than ever without adding more hours to their work schedule...