When approaching the client, ask as if you expect to get the response you want, and ask with the conviction and with the belief that what you’re asking is the right thing for the client, and the right thing for you and your own business growth.
Be sure the person you’re asking is the right person to be asking, and that this person can in fact give you what you want – which is a Yes answer. Make a point of being very clear in what you are asking for – what is it you want to accomplish for you and your client – and don’t be evasive. People will respect a straightforward request.
Ask with passion – ask from your heart and be sincere in your wish to help them make the decision that is right for them. Remember people will do almost anything you ask them to do if they really believe it’s in their best interest – and you believe it as well.
Remember to give to receive – give the reasons why it’s the right decision for them, reinforce all the positives for them that you’ve discovered, give them more than they expect, but only if you believe it’s the right decision for the client.
Don’t be blinded by dollar signs – the prosperity and lifestyle will come to you if you truly help others get what they want first.
Sometimes it’s wise to try this approach: “May I make a suggestion….” (Then you’re going to professionally assist them to a yes decision by instructing them on what to do).
A suggested review session at the end of each day: in reviewing the activities and interactions of the day, ask yourself:
What did I want to ask for throughout today that I did not ask for?
Which people was I in contact with today that could have positively helped me if I had only asked them?
In what situations was I involved where I could have asked for what I wanted but did not?
Were there ways of asking that would have been more effective?
Doing this private review session will create a heightened level of awareness about your capabilities and will reinforce your commitment to achieve the results you want for yourself, and for your clients.
Remember: questions from prospective clients mostly happen when there is interest in doing business with you. And without questions there are no solutions. With the right answers provided in the right way to the prospect, you can then move towards an agreement together.
#1 Rule – Be Honest
It really is the best policy and, believe it when I say that most people get a ‘sense’ of the truth/untruth and how it’s presented. Don’t ever waste an opportunity for a sale by trying to conceal some hidden challenges that you know the customer will want some clarification on.
#2 Rule – Serve the Customer
Give the answer the client is looking for and provide honest caring service. If you do make a practice of stretching the truth or saying whatever it takes to make a sale, it will eventually catch up to you and could result in lost sales – as well as lost future referrals and also a damaging reputation.
#3 Rule – Write Questions and Other Notes Down On Paper
Be prompt in writing their questions down and take the time to write out all notes that pertain to their questions. The questions they have, and the reasons behind them, will allow you to properly respond to them. Show attention and sincere interest in their concerns and the reasons for these concerns.
As you write these details, be sure to remember and use their first names as a reference. And in summarizing their questions, be sure to read back their questions / concerns in full to them, so they understand your level of service and interest in solving their situation.
#4 Rule – Don’t Interrupt Their Questions With Premature Answers
Remember the concept of giving to receive – allow them to fully express their views and observations – to give you their reasons for their questions. By doing so, they’ll be more open to receiving the answers / solutions from you that will allow the sales process to move forward. Listen intently and don’t interrupt their points or questions with premature statements or supposed answers that may not even apply to what they were saying – which you would have discovered… ‘if’ you had only allowed them to finish.
Too many interruptions could result in prospects just not asking anymore and you having a lower level of rapport with your prospect / client.
Answer questions in a straightforward manner with what you believe to be the correct information and move forward with each answer given.
#5 Rule – Provide Your Answer With Confidence
Give the information that will satisfy their concerns and questions and, in return, you should receive the opportunity to proceed. As you know, the more right answers will move you closer to a successful sale for both you and your customer.
When you’re communicating with your client, and giving them the information that you believe is what they are looking for, don’t automatically assume they heard and understood what you had to say. Clarify that they understand and only then move forward.
If you don’t know the answer – admit it – say that you will find the answer and will let them know – and do just that!
Your words and actions make or break the relationship with clients or potential clients, so do not forget about their questions or requests because, I assure you, they won’t forget about you… if you should have any doubts or uncertainty about what is the correct information to give, admit that you don’t have the answer immediately to their question but that you will find out.
People will respect your honesty. If you try to fool them into believing your answers, before they even make a buying decision, they won’t feel very confident in dealing with you when the time comes to make a purchase.
As you know, people tend to remember those who didn’t treat them properly – and are more than happy to tell others about their frustrations – don’t be in that group!
#6 Rule – Provide Prompt Response To Questions
Your prospects and clients take time out of their busy, scheduled lives to meet with you and they feel their questions are important enough to ask you, so do your best to be prompt and professional in your answers.
In my thinking, prompt means the answers the same day or the next day at the latest.
Approach questions with the mindset that they provide you, as a professional copywriter marketer, a valuable opportunity for additional contact with prospects and existing clients, and give you the opportunity to prove that you are professional in your approach and that you respect the time and interest of the prospect…don’t allow them the opening to think otherwise.