QUESTIONS the potential customer NEEDS ANSWERED before they BUY FROM YOU

When you are out there trying to drum up business, meeting potential clients along the way keep the following in mind.

Potential clients all have questions that they need answered. The problem is they don’t directly come out and ask them.

Potential customers tend to play their cards close to the vest, not wanting to expose what would motivate them to buy from you. This can (and does) make the task of closing the sale harder. However by taking a look at the issue THROUGH THEIR EYES things come into focus.

Switch places. Put yourself in their shoes

Pretend for a moment you are sitting across from someone who’s trying to sell YOU SOMETHING. Whether or not you buy is probably based on a variety of factors. They include how much you trust them, whether or not you feel like they are the “safe choice” and how comfortable overall you feel with them.

Well the SAME IS TRUE the other way around. They are looking at YOU “wondering the exact same things”. So in order to gain their trust you need to address those concerns BY THE WORDS YOU SPEAK TO THEM. Those “silent questions” NEED TO BE ANSWERED. If you answer them correctly they buy. If not… they go elsewhere.

Questions that need to be addressed (ie: answered)

Now that I got you thinking HOW THE POTENTIAL CUSTOMER DOES. Here are some specific questions that goes through people’s mind as they listen to someone (ie: YOU) who is trying to sell them something. Not all customers will think the same way of course, but having a “heads up” in advance will give you the chance to prepare a little better the next time you meet a potential client.

Here are some common questions potential clients are asking themselves WHILE LISTENING TO YOU: 

• What does your company offer?
• What do you offer of value?
• How does your service compare to others I have seen?
• Can you deliver on what you are promising?
• Will you be the main contact, or will I be left to deal with “whoever answers your phone?”
• Do I have confidence in you?
• Do I believe everything I’m being told, or just some of it?
• Do I have enough trust and comfort with this person to buy right now?

That’s quite a list, and it’s not even close to all the different possibilities of what potential clients are thinking when they sit across from you. But it’s probably a decent collection of the most popular questions people have before they make a purchase. I’ll wrap this up by saying that the potential customer WANTS TO BELIEVE IN YOU. You just have to give them reason to!