What Was The Question?
Think back to each of your sales presentations, your phone calls and incoming emails from prospective customers. What questions did they have? Amazingly enough, most people will start a relationship with you by asking similar questions. Questions such as, "How much?" or "Can you do ___?" are very common.Many times people ask those simple questions because they don't know enough about your business to ask detailed questions. They are looking for a way in to find out more information. And they may not want a 'simple' answer to their original question!
When we were in photography, the most common first question was "How much is an 8x10?" However, price was not usually what they wanted answered. They wanted to know what type of photography we did, what our customer service was like, how we presented our finished products, and what our references were. A long way from "How much is an 8x10?" isn't it!
Dig past the initial questions your prospects are asking you, and discover a wealth of opportunity. When you find what the 'real' questions are, you can immediately switch the tone of your initial meeting, and find a way to develop a relationship. And we all know relationships are the key to success!
posted by Lori O @ 1:19 PM
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