As consumers,
we buy emotionally but we
do so with enough logical
justification not to look
foolish. The larger the
purchase or the more that
is at stake the more logical
or the more emotional the
purchase becomes. The degree
by which we are either logical
or emotional is based, in
large part, on our personality
style and primary buying
preferences.
No matter
what you’re selling
or who your ideal customer
is, there are essential
emotional needs and concerns
that every woman entrepreneur
has to address with her
target audience. Most of
these needs and concerns
can be found within five
basic, yet incredibly important
questions every client will
want you to answer. The
priority of these questions,
from most to least important
will vary depending upon
the client’s primary
buying preference. For
now let's examine these
five questions and then
you can align them with
your customers and determine
which questions would be
most important to them.
Five
Questions Every Prospect
Is Asking (before
& after they speak with
you)
As you read through these, consider your answers and begin preparing how you will answer these questions before they’re even asked of you. This includes face to face interactions with clients as well as addressing the questions in your sales and marketing copy.
- Is your service a good value and will it do the job?
- I’m not too sure my company needs your type of service right now?
- What and how will others think of me hiring you and using your service?
- Can I afford your service?
- Can I trust you and your company will deliver results as you promise?
Although these are the five most basic and often asked questions from potential clients, simply answering them won’t always guarantee a sale. There’s four other key questions you must answer. These are questions you will have to answer yourself and they will come at various stages of your sales process.
- Is there a real opportunity here for a sale or am I wasting my time?
- Can we realistically compete with the obstacles we’re facing?
- Can we win this account with our services and still be profitable?
- Is this account truly worth spending the time to win?
The more you can get your prospective clients to openly talk with you and be comfortable enough address the real issues they’re facing the easier it will be to get answers to all of the questions above. Getting them answered allows you to get to the truth of the sale. Getting to the truth is your primary goal each time you meet with a prospect, especially on that initial meeting before you and the prospect are officially working together. |
