I just wanted to bring up something that hit one of my coaching clients last month.
He actually has rather a lot of money, offline marketing is his new business - so he can afford an office, but chooses to work at home.
Of course, some of my other students, and a lot of my customers don't have an office either, not out of choice.
The offline dream is great - only if you can start easily and cheaply.
Right now, for some people, getting onto offline seems hard anyway (it isn't) and the thought of people asking if they have an office scares the --- out of them.
Heck, me and Eddie dealt with that situation because we used to meet people in the office block coffee shop first.
So - we got the infamous question:
"So, do you guys have an office"
...of course, we had the option to say, 'yes we do'.
However, it became clear that the root cause of the question, we discovered was much deeper.
Answer without knowing this deeper level, and you could lose a deal.
The fact is - just being asked this question can fill people with fear.
What would you do?
- Answer honestly and say - yes or no to having an office (with excuses why?)
- Lie and say that you do, but you travel around
- Change the conversation to something else
- Briefly answer yes or no and then head back in the process to deal with the real objection.
I guess there is a bonus point up for grabs if you can name the real objection that your prospect has!
Seriously though - I would love to hear people's thoughts and responses - last time I did this - we generated some amazing value.
So - how would you answer - "do you have an office?"