Smart Steps
Posted on Saturday, October 31st, 2009 at 6:22 pm
You Need To Ask Smart Questions, Not Just The Right Ones by Robert Johnston
As a business owner and marketer, this is what you need to aim for: getting a list of hot leads. Hot leads or prospects are those who are ready to listen to your marketing message, as well as they are willing and capable of purchasing the product or service you are offering.
Sure, you know about this. But what you really wanted to know is where do you get them? Where do the hot leads come from? Will you be able to get them from your catalog printing, even if it’s cheap catalog printing? How do you get them?
Actually, you can get hot prospects in the simplest way – from your referred leads. They can provide you with the information about prospective clients that come from other people.
Referrals do come from those customers and clients who are satisfied with your service, as well as those who might not have purchased anything from you but know that what you have to offer can help a loved one, an acquaintance or a member of their family. This is the fastest route to take if you want to get hot leads. A satisfied customer would definitely refer someone else to experience the benefits you’re able to give them.
Referrals can make a big difference in your client base. But referrals don’t grow on trees over night. They don’t come out of the blue. You have to realize at the very beginning that you need to work for referrals to come your way. Although unsolicited ones can still happen, what you can really count on are the ones you can actually get from asking the right questions.
According to a sales trainer, it’s how you ask that makes a difference between the right queries and the smart ones. The smart questions are certainly what counts. Just think about it. How do you often ask for referrals? If you make it direct, with no-nonsense questions, you’ll surely also get ready and direct answers.
Don’t ask something like, “Do you know of anyone who might be interested in my business?” It might be right but it’s not smart. It’s because you and your friend might just go through a very long list especially if that friend is a very popular and outgoing one. You and your friend don’t have all the time in the world to go through it surely.
On the other hand, making it easy for the person to give you the referral is a smart step indeed. Make it easy by giving them clues to what you want. The more focused your question, the easier it would be for that person to narrow down the choices.
Study your current customers and clients. Look at what all of them have in common, and then narrow down your question to make the person’s circle of friends easier to manage. Hence, instead of asking if they know of anyone who might have a need for your services, the more focused question such as “Do you know of anyone at your badminton club to have a need for my product?” would give you a more precise answer.
Making your questions more focused can spell a big difference between having the right ones and the smart ones. It is certainly the latter that would determine how much of the right answers you’ll get from your satisfied customers. And the right answers can definitely get you the hot leads you need to make a success of your business.
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