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Will it help...
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A conversation with your prospect. Maybe was referred to you. Maybe found out about you some other way. And you ask: "Will it help if I send you these? (your docs, slide deck, presentation, technical info, etc.)" Your Yes/No question gives them no alternative. If they wanna be polite, all you'll hear is "Yes" (a fake Yes). You'll get excited because you got it. Now, you got your foot in the door and it's only a matter of time before the big purchase comes. You convinced them. Just a matter of time. And you wait, and keep waiting. Here's what happened: their only way out of the conversation was a Yes. They didn't want to hurt your feelings. And everybody left the conversation with no guilt nor hurt. But what if you asked for their permission to find out what would actually help them? It could be you —in the ideal fit. It could be saying No to them. It could be something for free. It could be referring them to your competitor. For all of it you need to listen. Not to respond. To understand. What if you shift your question to "How could I help you get to ______?" |
Rod Aparicio
Get one tip, question, or belief-challenge that just might change the way you market, to help your customers buy. A *daily* email for b2b founders on improving your business —without the bullshit.
Following, an actual conversation. A new price set. I asked, walk me through the process on how you got to this price. - Well... I grabbed the cost and factored it in. + Ok. What did you factor? - Well... on the standard. + What standard? - The standard for the industry. + What kind of industry? - In the distribution / reseller. + For what kind of industry? - Well... companies like Lidl, or like restaurants. I factored in 30% and the price is good. + Are you in the food industry? - Erm... no....
It's tricky. It's risky. But unless you do it, you'll have others doing it to you. And that's riskier.
The more you talk: The less you show. The less you listen. The less you understand. Stop coming up with all of the answers. Instead, come up with the right questions.