4 Questions Your Prospect Is Asking Themselves
“Filter everything you’re doing, saying and pitching through the customer point of view, and you’ll improve just about every metric you care about today.” – Matt Heinz
Sales is like a game of matchmaking – we need to look for problems first and offer solutions second. Often we forget that offering a solution BEFORE establishing there’s even a problem is… irrelevant and amateur. In that regard, sales is the highest form of service. The better we become at helping other people get what they want, the more success we will have.
The process begins with them knowing, liking and trusting you. This is especially important if you want to stand out in a competitive industry like network marketing, because there are plenty of people offering the same thing as you.
Here are 4 questions running through the minds of every single prospect you hope to do business with:
- Do I like you? Your customers buy YOU not your company. Spend more time building rapport and asking questions and less time boasting about your product benefits or company specs.
- Do I trust you? Your clients need to feel you will look after their best interests. Be honest when setting up expectations and be sure you can deliver what you promise and more.
- Are you good? Establish credibility by building a portfolio of results and testimonials. If you are just starting out, borrow other people’s stories until you’ve created your own.
- What’s in it for me? At the end of the day – people really only care what they’re getting so underpromise and overdeliver and always prioritize their needs over yours.
A liberating thing to realize is not every person is a fit for your product or service. The objective is never to convince everyone to become your client – the goal is to look for the ones that are a match and serve them well.