You don’t want to scare them off by being “sales-y” or mechanical in your sales approach. I know…I’ve resisted the “formal” scripting of a sales conversation for years. And I’m not ashamed to admit that it may have cost me some clients… (But I digress…)
How do you ask a great question of a prospect?
I’ve come to realize that there are some “scripted” questions that can help you get the conversation started when you’re in front of someone you deeply want to work with.
Ask “What do you want?” If you don’t know what the prospective client wants, you cannot show her how valuable your solution is…and she won’t buy. In fact she will feel…”sold.”
An example of a question to ask a prospect
It might be helpful for you to know what your prospect thinks about a service like yours, before you tell her about your services, right?
Here is a great question to ask a prospect…
Hey (insert name) if you were ever to invest in (insert your solution) at any time in the future, what would cause you do to it?
The response will tell you immediately what is REQUIRED for them to be satisfied BEFORE they will invest with you.
So here’s what I DON’T want you to do… don’t walk up to a prospect and directly ask this question.
It requires you to talk with them first and demonstrate that you know what they WANT first. Otherwise this really does feel sales-y.
I love sharing these simple questions to ask that get to the heart and soul of what your prospective client wants and how she wants it. It guarantees you a more satisfying relationship and an infinitely more powerful result for your client.
Having simple, comfortable “conversations” with a prospective client allows you to get to this kind of relationship.
When you can have the conversation from your heart (and not a script) it’s so much more authentic and comfortable.
Be a voice, not an echo.
Chris Makell authored this guest blog. Chris shared her expertise as a coach and mentor during the course Pat organized, “How to Get All the Clients You Need”. Get information about how you can gain this important marketing expertise at this link.