Are you struggling to attract enough new clients? By learning to ask the right questions and listen, you can increase new client sign up rates dramatically.
Questions should be your secret weapon. Questions persuade more powerfully than any form of verbal communications. Are you regularly practicing the right use of questions? If not, then you are making one of the three biggest mistakes that professionals and consultants make trying to attract clients.
Questions allow you to fully understand the prospect’s pain. Pain is the difference between what prospects have and what they want, and as such can be classified as pain (things are bad and need fixing). You need to ask open-ended questions to know the following:
· Does the prospect’s motivation come from a problem that needs to be addressed today (pain), a problem that might arise in the future (fear), or simply an interest in getting more information?
· How does the problem impact the organization?
· How does the problem personally impact the prospect?
· How committed is the prospect to taking action to fix the problem?
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