What Do You Do When Your Customers Are discover
Here are the facts…
One of the smartest things you can do for your business is discover why your prospects and most-likely existing customers expect your product or service to meet their needs, which is something they either don’t care to find out or don’t know they want to find out.
Here’s an example: Instead of asking your prospect to answer one of the following three questions, try asking them to
1. Know what you do2. Know what you don’t do3. Try your product or service
“Tell me what you do.” (He or she hasn’t thought about it yet.)
“Tell me what you don’t do.” (They already have an idea in their mind, and need our product or service.)
“What do you use your forklift truck to do?” (They don’t know what you do with those forklift parts and that it may be providing them with a valuable service.)
“What don’t you use your forklift for?” (Thinking about it or doing one of the above, they may be thinking of the variety of actions and tasks your product or service can take place for them today.)
Consider this difference:
“What do you think I do?” ( Them thinking, and me thinking): “You probably don’t think you’re the forklift operator. But… you might be surprised to find out you’re not the forklift operator!”
“What do you think I don’t do?” ( Them thinking, and me thinking): “You probably don’t think you don’t have to look for a forklift operator. And you won’t be shocked to find out that you just don’t need one!”
“What do you think I don’t do?” ( Them feeling – and me thinking): “You probably won’t think you’re not big enough for a forklift!”
The key is in how you answer the second question.
Which leads to the third question, which — you guessed it, — leads to you knowing what they want and need.
What does all of this mean for you? The best way to explain it to a child is this:
Let’s say you’re a mechanic and you have a customer that says this happens to him all the time, and the second time it’s happened to him it’s happened three times in a row. You might be tempted to think something is wrong with your customer, but really it’s something about his personal perception of what he thinks he does and doesn’t do.The customer thinks he doesn’t have a forklift.
On the other hand, if your customer had any motor vehicle – let’s say a car – in his life, he could identify what part of that car was a function of what he does and did not do.Perhaps he doesn’t do any painting of bumpers.
And so, since we think as a human beings we can update what we think and feel about our current situation and incorporate the new information we’ve acquired.
We need to constantly re-evaluate what we do and don’t do all the time. This is the lifetime value of our customers, clients and patients.
You know, the “point of no return.”
Wouldn’t you like to know how much your other customers pay you, not how much money they spend today? Wouldn’t it be of benefit to you to learn how much they buy today from your company? And you know what this is?
Wouldn’t it be of benefit to you to find out what they want?
A well-constructed, “explicit” question, directed to your prospects and clients is the key to huge success in your selling success and on a long term basis! When Your Customers Are discover
In our case, our challenge has been encountering those same twenty questions within the confines of the name of 1,300.
Good selling!