17 {{ upvoteCount | shortNum }}
17 {{ upvoteCount | shortNum }}

This One Question Just Made Me $7522.00

by iamchrisgreen
12 replies
I was on the phone with a potential SEO client today.

The situation was that he is working with a company already, but they haven't been getting any good results for him.

We've met once and he asked a bunch of questions.

I helped as much as I could.

Then he asked a bunch more questions.

Then after some going backward and forward, he said to me:

"Chris, I like what you are saying. I've been talking to a load of SEO guys and i've got it down to you and one other company. I'll be making a decision tomorrow"

Now ... at this point I could have said "Ok, that's fine"

But ... I didn't.

I said this:

"Hey, you're a salesman... I don't do that much selling, if you were in my position, how would you make sure you got the sale"..

That question threw him a bit. Then he laughed.

Then ... he said to me:

"Chris, here's the real issue that has been nagging me that I didn't know how to bring up. What happens if I want to change keywords half way through a campaign?"

That was it.

That was his stumbling block that he didn't bring up.

Ten minutes later, he's a client.

Suddenly the other companies disappeared.

The lesson here is, always be asking questions and never assume what the clients real issues are.

Hope that's useful guys.
#made #question
  • Profile picture of the author Rus Sells
    I love how you turned the tables on him inadvertently. I use this a lot in situations when a prospect seems to not understand why pricing is what it is. I simply ask, what do you say when a customer wonders why your pricing appears to be so high? They usually get it instantly and don't mention it again.
    Signature
    {{ DiscussionBoard.errors[5826135].message }}
    • Profile picture of the author beeswarn
      Good work. You've discovered a basic sales principle. Calling someone out on a ridiculous objection almost always gets you instant respect and gets you closer to yes.

      Keep at it.
      {{ DiscussionBoard.errors[5826270].message }}
  • Profile picture of the author Aaron Doud
    That was a great "word track". It is such a key to keep trying to figure out what is holding them back Given what he said your question was a great way to get him to reveal how to close him.
    Signature
    Aaron Doud - Sales & Success
    {{ DiscussionBoard.errors[5826311].message }}
  • Profile picture of the author racso316
    Awesome man, great job. You kept digging and asking questions and he came through. Congrats!
    {{ DiscussionBoard.errors[5826439].message }}
  • Profile picture of the author Tracy411
    Hi Chris,

    That is awesome. You distinguished yourself from the rest. You asked the business owner to put real thought into something that most others wouldn't think or dare to ask, and in the process, closed the deal.

    Best wishes for continued success,

    Tracy
    {{ DiscussionBoard.errors[5826916].message }}
  • Profile picture of the author believemarketing
    that's actually one of the most important questions people could ask potential prospects....

    eliminate their major concern that could hinder them from signing up with you....

    awesome!
    {{ DiscussionBoard.errors[5826974].message }}
    • Profile picture of the author biggoogle
      Congrats on the deal! Out of curiosity, what exactly are you offering for the 7.5K?

      BigG
      {{ DiscussionBoard.errors[5827417].message }}
  • Profile picture of the author danielsteven
    Great stuff Chris! Congrats, I'm going to have to use that next time I hear that they are choosing between me and another.
    {{ DiscussionBoard.errors[5827679].message }}
  • Profile picture of the author 919492
    Wow.. I am writing this one down lol.. next time someone start wishy washing I am bring out.. this statement.. its gold!
    {{ DiscussionBoard.errors[5827825].message }}
  • Profile picture of the author paramount
    That was a very discreet way to turn the table. You were very alert to such an awaiting opportunity.
    Signature

    Please do not use affiliate links in signatures

    {{ DiscussionBoard.errors[5827842].message }}
  • Profile picture of the author RentItNow
    Originally Posted by iamchrisgreen View Post

    I was on the phone with a potential SEO client today.

    The situation was that he is working with a company already, but they haven't been getting any good results for him.

    We've met once and he asked a bunch of questions.

    I helped as much as I could.

    Then he asked a bunch more questions.

    Then after some going backward and forward, he said to me:

    "Chris, I like what you are saying. I've been talking to a load of SEO guys and i've got it down to you and one other company. I'll be making a decision tomorrow"

    Now ... at this point I could have said "Ok, that's fine"

    But ... I didn't.

    I said this:

    "Hey, you're a salesman... I don't do that much selling, if you were in my position, how would you make sure you got the sale"..

    That question threw him a bit. Then he laughed.

    Then ... he said to me:

    "Chris, here's the real issue that has been nagging me that I didn't know how to bring up. What happens if I want to change keywords half way through a campaign?"

    That was it.

    That was his stumbling block that he didn't bring up.

    Ten minutes later, he's a client.

    Suddenly the other companies disappeared.

    The lesson here is, always be asking questions and never assume what the clients real issues are.

    Hope that's useful guys.
    This is actually really important. I had to make a decision on a $7000 medical device recently and my final decision to take a over b what not ANY of the concerns the two sales people brought up. Never hurts to ask "What are your concerns?"
    Signature
    I have no agenda but to help those in the same situation. This I feel will pay the bills.
    {{ DiscussionBoard.errors[5827890].message }}

Trending Topics