HANDS DOWN: The Best Question To Ask a Prospect

29 replies
What is the best Qestion to ask a prospect?

is it:

Do you want more sales?

or

How do you feel about a customer choosing your competitor over you?

Would love to know the answer. if there are any more question that you can think of, include it here.

PS: the 2nd question i love the most as it has an element of pain attached
#hands #prospect #question
  • Profile picture of the author Rus Sells
    Why are you afraid to market your company online.
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    • Profile picture of the author stevo235
      I like that one Ryan.
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  • Profile picture of the author DaniMc
    I think different styles fit with different people and different products.

    The only way you will ever know which question is best FOR YOU is to go ask them a few dozen times. You will know pretty quick.
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  • Profile picture of the author Jason Kanigan
    "Do you want more sales?" is not a useful question to ask.

    First, prospects most likely will not trust you enough yet to answer the question truthfullly.

    Second, the answer is typically "Duh, yes! Why would you ask that?"

    It doesn't get us any sort of revealing answer.

    Something more along the lines of "What do you think is blocking you the most from making more money right now?" will get you farther, faster.
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    • Profile picture of the author midasman09
      Banned
      The Opening Line Istarted my Advertising Career with is; "I have a New Idea designed to Bring You More Business. If you have a "quick minute" I'd like to show it to you!"

      However....I DON'T "Ask Permission anymore!. I simply go into a biz...find the owner....quick intro, "Hi! Here's what I'm doing!"....and I hand my product to him or...open my 3-ring binder and start explaining what I'm doing and how it can benefit him.

      Don Alm...."Barge-In" Sales Guy
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      • Profile picture of the author Claude Whitacre
        Originally Posted by midasman09 View Post

        The Opening Line Istarted my Advertising Career with is; "I have a New Idea designed to Bring You More Business. If you have a "quick minute" I'd like to show it to you!"

        However....I DON'T "Ask Permission anymore!. I simply go into a biz...find the owner....quick intro, "Hi! Here's what I'm doing!"....and I hand my product to him or...open my 3-ring binder and start explaining what I'm doing and how it can benefit him.

        Don Alm...."Barge-In" Sales Guy
        Don; Sometimes you make me laugh out loud. Occasionally, it's refreshing to hear a real, honest to God, Salesman. My hat's off to you.
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    • Profile picture of the author iamchrisgreen
      Originally Posted by Jason Kanigan View Post


      Something more along the lines of "What do you think is blocking you the most from making more money right now?" will get you farther, faster.
      Great question Jason.
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  • Profile picture of the author Claude Whitacre
    Originally Posted by RyanLester View Post

    What is the best Qestion to ask a prospect?

    is it:

    Do you want more sales?

    or

    How do you feel about a customer choosing your competitor over you?

    Would love to know the answer. if there are any more question that you can think of, include it here.

    PS: the 2nd question i love the most as it has an element of pain attached
    Well, "Do you want more sales?" is a question a beginner would ask. After you asked it 25 times, you would know why.

    The second question isn't too bad, but it doesn't give you an answer that furthers the sale, at least not if you asked me that question.
    I might ask instead "When you had a customer buy from a competitor, what do you think caused that?" Although, even that isn't going to further the sale. But it might open up a need.

    "Would you like to know what your biggest competitor is doing right now, to steal your customers?" might be useful if you know the answer, and it works into your solution.

    "Where do you think shoppers are going to find what you offer?" is a useful question to get them to tell you "Online".

    "How much is one new customer worth to you?" is very valuable. if you ask follow up questions so that they establish a value. That's maybe the most valuable question I ask. Because everything else I say kind of flows from there.

    Kanigan has a brilliant follow up question about paying for new customers, so I'll let him have at it.
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    • Profile picture of the author IMguy123
      Originally Posted by Claude Whitacre View Post


      Kanigan has a brilliant follow up question about paying for new customers, so I'll let him have at it.
      What question is that you are referring to? I don't see it in this thread.
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      • Profile picture of the author Claude Whitacre
        Originally Posted by IMguy123 View Post

        What question is that you are referring to? I don't see it in this thread.
        OK, he just hasn't shown up yet, so I'll do his dirty work.

        You ask "How much would you be willing to pay to get one new customer?"

        This is after you and the prospect established a value on the customer.

        Let's say that value is $1,000. "How much would you pay to get that $1,000 customer?"

        What you want them to say is "Anything less than $1,000". This may take a few more questions, because the prospect may get a tad lost in the logic.

        But you'll eventually get (to my fictional example) "Maybe $500" or "Anything less than $800".

        And it should be brain dead simple to show you can provide call/prospects/customers for far less than that.

        If you break it down to selling $5 bills for a dollar each, selling becomes much easier.

        Anyway, do a search for Jason Kanigan, Ken Michaels, John Durham and you'll see these sequences in full form.
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  • Profile picture of the author Rus Sells
    I guess no one saw the psychological beauty behind my question. = ( LOL

    Oh I'm not afraid to market my company online. The moment the admit that they just pre-sold themselves.

    If they admit to having fear or worry over marketing their company online you can delve deeper to address those issues by asking further questions about what is it specifically they are afraid of.

    I used the same method when people seemed hesitant to file an insurance claim to get their home repaired like it was some sort of moral dilemma!
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    • Profile picture of the author RyanLester
      Originally Posted by Rus Sells View Post

      I guess no one saw the psychological beauty behind my question. = ( LOL

      Oh I'm not afraid to market my company online. The moment the admit that they just pre-sold themselves.

      If they admit to having fear or worry over marketing their company online you can delve deeper to address those issues by asking further questions about what is it specifically they are afraid of.

      I used the same method when people seemed hesitant to file an insurance claim to get their home repaired like it was some sort of moral dilemma!
      I see finally see beauty now that u mention it. its probably the perfect question.
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  • Profile picture of the author RedShifted
    Just to frame how weak that first question was (sorry to offend) think about this for a second.

    My brother does sales for basement waterproofing and a few other industries.
    He walks into homes that have wet basements.

    If he asked prospects "Do You Want A Dry Basement?" they would probably call him a dipshit and kick him out of the house.

    I can imagine their response "No... umm, we called you out so you can mow our lawn... ? ARE YOU A G?DAMN WATERPROOFING COMPANY OR NOT!!??" lol.

    Even if people trusted me I wouldn't ask that question.

    There are just far better questions you can ask.

    Like:

    This was my favorite question personally:

    "Do you track conversions and have you split tested your website?
    or
    "Did the designer who made your site, split test different versions?"

    BTW. There are many reasons I use to ask that question (when I sold webdesign) but I started asking it because of 2 people. Ewen explained how the word "split testing" is almost magical to business owners. When you tell them you've ran tests, where you changed 1 word, and your ROI increased by X%, that creates HUGE appeal from the clients perspective.

    I also know Bill Glazer has always said, the first thing he asks his clients, is whether they track their results. So throwing split tests in that question doubles its "positioning power" imo.

    If they don't have a website:

    "Do you understand the significance of split testing a webpage/landing page?"

    Then questions like these:

    "Have you ever done SEO before? What was your experience with it?"
    "Do you understand the significance of good copywriting? Do you even know what copywriting is?"

    Now this is a very "slimey" question but I still like it:

    "Do you know how to tell when a competitor is using negative SEO on your website?"

    Lol.

    If they respond:

    "Whats negative SEO?"

    You explain like a doctor explains to a patient, that their cancer is terminal. You use a very cool, calm and collected tone.

    "Well, negative SEO is a tactic that your competitors can use to make sure your website never shows up in google. Or they can use it to take down a website that is already ranking on page 1. Although it is somewhat advanced, and rare, you always want to have a backup plan just encase".

    God... there are so many powerful things you can say to a client.

    The goal is to position yourself as an expert, not a fly-by-night web design/seo company. Sorry if I sound offensive, but if thats your best question, you may need to restructure your entire pitch.

    -Red
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    • Profile picture of the author RyanLester
      Im loving the input to this thread. Sometimes you can clearly ascertain the level of a prospect's knowledge by the questions you ask.

      I'm looking for a killer question that will knock the socks of a prospect.

      I think this thread has already produced a few
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      • Profile picture of the author Claude Whitacre
        Originally Posted by RyanLester View Post

        Im loving the input to this thread. Sometimes you can clearly ascertain the level of a prospect's knowledge by the questions you ask.

        I'm looking for a killer question that will knock the socks of a prospect.

        I think this thread has already produced a few
        Ryan; I'm kind of impressed that you are taking these well meaning, but strongly put, posts in stride.

        There is no "One killer question that will knock their socks off". Just like there is no "One masterful close that magically works".

        It's a conversation. Not a few glib "Gotcha phrases".

        There is a huge difference between questions that are posted to impress, or get applause (I'm a little guilty of that)....and questions that will really further the sale.

        If you watched a master salesman at work, you wouldn't even be able to tell that the conversation was structured. It would flow like a conversation between friendly business people.

        I used to take newer salespeople with me on presentations. Hundreds of times. Do you know what I heard the most?
        "I'm not seeing the same people you do. Your prospect really wanted to buy, so selling was easy".

        No. I just knew what to ask, when to listen, and how to find the meanings behind statements make by the prospect.
        The last thing I wanted to hear was "You're a great salesman".
        They almost never bought.

        The questions you got on this thread (the good ones anyway) should be used sparingly. Nobody talks in short pithy "gotcha" questions.
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  • Profile picture of the author vndnbrgj
    For me, the best question to ask a prospect is....

    What kind of budget do you have set aside for this?
    Or to grow your business? Or what is your current marketing budget?

    My best question is about the budget. Either I stay or I go as a result of that question.
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    • Profile picture of the author Claude Whitacre
      Originally Posted by vndnbrgj View Post

      For me, the best question to ask a prospect is....

      What kind of budget do you have set aside for this?
      Or to grow your business? Or what is your current marketing budget?

      My best question is about the budget. Either I stay or I go as a result of that question.
      You must be talking to bigger business with a staff, budgets, projections, etc.

      I'm talking to the owner. Usually with less than 5 employees, sometimes with none. If I asked about a budget, they would either A) be embarrassed, and mumble something about "advertising doesn't work" or B) make up a figure on the spot.

      Most small business owners I talk to make their marketing decisions based on the last rep that walked through their door. Whatever they were selling, that's the latest plan.

      Anyway, I respect your position, but here is why I hate the entire idea of a "marketing budget".

      Marketing either creates a profit or a loss. Usually quickly, and easily measured.
      Imagine if they had a marketing budget of $5,000 a month. After a few months, if nothing they spent this money on provided a profit, should they keep spending that money..just because it's in the budget?

      And if they had an advertisement, online promotion, flyer, etc...that brought back $5 for every dollar it cost...should they stop doing it, just because they got to their budget?

      If, by asking the right questions, you (with the prospect) determine that each new customer is worth $1,000...and you can deliver them for $100....why would the budget even come up?

      There are many approaches, and yours obviously works for you. I just think if you establish the Total Customer Value, soon in the conversation, their budget rarely comes up. I mean I never bring it up, and they rarely do. At least that's my experience.




      I do occasionally get someone talking about a budget. When I do, I ask
      "If you found a consistent way to bring in $5 in net profit for every $1 going out. What would your budget be for that?"

      To be honest, the few times I've said that, it only worked (meaning it went my way) once. I think it's because I've only said it to accountants (except the time it worked)...and it takes them outside their comfort zone. When I say that line in speeches, it gets laughs and applause...but not from the bigger companies with budgets.
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  • Profile picture of the author TroyCo
    How would it effect your business if you got 10 (any number) new customers every month?

    Would you agree that it would be worth your investment if sales went up by even xx% ?
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    • Profile picture of the author RyanLester
      Originally Posted by TroyCo View Post

      How would it effect your business if you got 10 (any number) new customers every month?

      Would you agree that it would be worth your investment if sales went up by even xx% ?
      Hi TroyCo,

      Interesting question.

      I am eager to know what the ideal response would be to this though?

      Client responds: That would wonderful!

      We say: _________________ ? (5 points to anyone who can complete this).
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  • Profile picture of the author vndnbrgj
    What would that be worth to you?
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  • Profile picture of the author Nathan Alexander
    People these days seem to be "wise" to the 'or' question for closing. ("Would you like the red or blue one today?")

    So I've ramped it up: Would you like to get started or do you want a punch to your nuggets?

    Please note, you have to circle your fist in the air as you say it with a look on your face that says, "Why, I oughtta!"

    I've closed almost 80%.
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    • Profile picture of the author Claude Whitacre
      Originally Posted by Nathan Alexander View Post

      People these days seem to be "wise" to the 'or' question for closing. ("Would you like the red or blue one today?")

      So I've ramped it up: Would you like to get started or do you want a punch to your nuggets?

      Please note, you have to circle your fist in the air as you say it with a look on your face that says, "Why, I oughtta!"

      I've closed almost 80%.
      You are kind of stealing my close. I first punch them in the nuggets...and then I shake my fist and say "Do you want another, or are you ready to sign?"
      As soon as I get out of jail, I can tell you my closing percentage...I'm keeping my fingers crossed.
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      • Profile picture of the author JRampage
        Originally Posted by Claude Whitacre View Post

        You are kind of stealing my close. I first punch them in the nuggets...and then I shake my fist and say "Do you want another, or are you ready to sign?"
        As soon as I get out of jail, I can tell you my closing percentage...I'm keeping my fingers crossed.
        HAHAHA - This cracked me up real good.
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  • Profile picture of the author vndnbrgj
    Hey Claude, I wrok with companies of all sizes.
    Actually my target market is businesses with less than 10 employees, so I deal with decision makers and not committes or a chain of command.

    My prospects are already advertising so I know that they have a budget.
    I just need to know what it is so I know they can afford me, as well as what I can execute.

    I also go through their current marketing with them so it gives me an idea of what they spend.
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    • Profile picture of the author Claude Whitacre
      Originally Posted by vndnbrgj View Post

      My prospects are already advertising so I know that they have a budget.
      I just need to know what it is so I know they can afford me, as well as what I can execute.
      I was thinking after I posted, that it might be a qualifying question to see if they would even be worth the trouble. For example, they say "$300 a month", and that isn't exciting, but "$10,000 a month" means they are used to spending for marketing. Good stuff. I see the use of the question.

      And I want to talk to business owners that are already advertising too. Convincing someone to spend that first dollar on marketing...is a real uphill grind I want to avoid.

      I tend to want them to tell me about the last few times they bought advertising. In about 10 minutes, I'll see what they are thinking, what door I want to go through, and what pain I need to relieve.
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  • Profile picture of the author sandalwood
    Originally Posted by RyanLester View Post

    What is the best Qestion to ask a prospect?

    if there are any more question that you can think of, include it here.
    I'll tell you a question I had in my repertoire when I was 45 years younger and had a bit of swagger in my approach.

    "Are you stupid or do you already have life insurance?"

    Guess what I was selling.

    BTW, I only asked this question of people who had a very disgusted look on their face when I walked into their lives. I was a debit agent. That meant we walked a certain territory and talked to everyone we saw. It was a learning experience to say the least.

    I would suppose you could reword my question for today's offline services. Might be better than a cell right next to Claude.

    Tom
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    • Profile picture of the author Claude Whitacre
      Originally Posted by sandalwood View Post

      Might be better than a cell right next to Claude.

      Tom
      Man, If I had a nickel for every time I heard that before.........
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  • Profile picture of the author Michael Ten
    That is like offline black-hat stuff right there, in question two. Yikes.
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    • Profile picture of the author Claude Whitacre
      An open letter to vndnbrgj....

      Dearest vndnbrgj;

      I just got it! I was on another thread and someone said something about "ask what the budget is", and it hit me like a bolt!

      You are asking about their budget to find out where their head is about how much they are prepared to pay. All this time, I think of the budget as the "set in stone certain amount set aside for this expense...and not a cent more."

      Because the vast majority of my clients have used it in this way. Like the budget for the gas bill.

      This is not a joke. These epiphanies don't come all that often, and I don't mind telling you that you and Rus Sells opened my eyes.

      My last epiphany came when I realized that my wife saying "whatever you want, dear" really meant "No. I mean No. Don't even think about it. No!"
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