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Questions_To_-Ask

If you aren’t converting a good portion of your prospects into clients, then the problem might be the questions you ask. Are you asking potential clients the right questions? To find out, compare the questions you normally ask for the types of questions in this article. We’ve included four types to ask your potential clients and one to ask yourself.

Who Questions

The first questions to ask relate to who you’re speaking to. Who does this prospect work for? Where do they live? What are his or her needs? Knowing the answers to these questions will help you determine which product or service might suit them best. You’ll be able to tailor your sales pitch to them and get better results.

Why Questions

Another type of question to ask is why. Why is your prospect looking to buy now, rather than six months ago or six months from now? Why are they speaking with you instead of looking at an off-the-shelf solution? Getting your prospect to explain their reasons will do two things. The first thing it will do is convince you that they’re a good fit. The second thing it will do is convince them that you’re a good fit. This is because in order to convince you of the why, they have to convince themselves too.

How Questions

The next set of questions to ask relate to how they envision their final result. What do they hope to gain and how will your product or service accomplish it? Are there any particular quirks you need to accommodate, such as a tight deadline? You’ll want to know how the prospect envisions the end result so you can align your sales pitch or highlighted product with their expectations.

Budget Questions

In order to remain in the black, you have to ensure that you’re only spending time with high quality prospects who are able to buy. These prospects have the budget to afford your product or service and value what you have to offer. Clients who may otherwise be a perfect fit should be referred to trusted vendors. Clients that value your service will pay higher rates and be more satisfied with your work. Maintaining Business Capital and Credit. And if you need help maintaining business capital while you’re in between clients, then you should consider credit to carry you through known slow months.

The Question You Need to Ask Yourself

Finally, one question that small business owners get wrong is the one they fail to ask themselves. That question is: who is your ideal client? Who do you best service with your business? How old is he or she? What industry does he or she work in? What is his or her primary motivator? How much money can he or she spend? Knowing who your ideal customer is will help you avoid trying to market to everyone, a practice which doesn’t work. When you narrow in on your ideal customer, you can more easily determine who is and isn’t worth your sales time. You can also spend your advertising and marketing money more economically and tailor your message so that it resonates with the prospect and makes the sale.

Converting potential clients into clients isn’t hard if you focus on the right prospects and if you ask the right questions. You won’t convert everyone, but you can convert a greater percentage by using these questions.

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