HANDS DOWN: The Best Question To Ask a Prospect

Why are you afraid to market your company online.

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.

"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.

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.

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!

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

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.

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% ?

What would that be worth to you?

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%.

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.

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

That is like offline black-hat stuff right there, in question two. Yikes.