Prospect Asked Me This & I Was "Baffled"...

I would have replied with this.

"I know that much I couldn't possibly tell you in your lifetime"

It's a BS question from a prospect who is trying to be smart, dunking you through their credibility test, or is in a lousy mood and wants to be rid of you.

In any case it's still a BS question, because there's no way you could know what he or she doesn't know. It's the same as "Tell me something that will impress me." We can't possibly know what will "impress" someone else. What do they know...what don't they know? And before we've done any questioning at all? No way--it'd be like hitting the lottery. And even then, "So you got one right. What else ya got?"

The only response you can give is, "How could I possibly know what you know and don't know? Do you want to make more money? Let's talk about your business."

And if they don't want to play ball, Out they go.

One thing for certain. They probably know very little about you. I would have regaled them with my experience and how it would benefit them.

Its mostly nonsense most of the time like Jason mentioned but in the slim chance that they just wanted to test your moxy or street smarts then I may have said something like this.


I know that if we work together you are going to invite me out to dinner in a few months and thank me for coming into your life.

I'm assuming that their demeanor wasn't pleasant when they asked so I would have said, What I know that you don't is that you'll never be one of my clients! Then I walk out the door. lol

'That's a great question and I'd be happy to answer it. First though I need to ask you a few questions about your business to see how much of a help I can be to you.'

My experience is these types growl to screen out wannabe salespeople, and also to look tough or cool in front of their employees and coworkers.

I would just smile big and say, "Well, I know I helped XYZ company grow profits by 20% in only a few months. Let's discuss how I can do that for you."

Still, unless you enjoy dealing with dorks, there are plenty of good clients out there that need your help and are willing to pay for your expertise. Most people won't put in the massive action it takes to sift, sort and find them.

Here's two answers I might have used depending on the demeanor and attitude of the person asking the question:

I can't answer that until I find out what you know. Where do you want to start? - this is if they were half way decent.

If they weren't:

I can see you are a balanced person. God gave you high blood pressure and a low IQ to make that balance.

Yes, I've actually said the last sentence to a prospect. Feel free to use it when and where you believe applicable.

Tom

"Quite a few things I am sure. Just as I know little of the cosmetics business and the many other things that you know that I do not.. If either of us knew everything I would think we would be quite too busy to be having this conversation, wouldn't we?"

That's a closing question.

"Good question -- Give me 15 minutes tomorrow and I'll show you how what your missing is costing you. Fair enough?"

I had a guy a few weeks ago say, after asking for an appointment over the phone, "Wow, you don't even show up in person to ask for an appointment? How pathetic.'

I said, "Mr. Prospect, I'm happy to come down and see you right now in person!"

Called his bluff for saying stupid shit. Didn't set the appointment though.

I don't blame the question because some local business owners actually know something about internet marketing, but often not a ton (but they might think they know a lot).

When I ran a bricks and mortar offline biz, I used to meet with many marketing sales people. I actually knew some of this stuff (that's how I got into it) such as SEO, video marketing, WordPress etc. and I'd ask them questions showing me exactly what they could provide. Rarely did any of them actually come prepared with printouts of traffic, conversion, analytics etc. In fact the sales people could hardly speak the language outside of their script.

Back then I was willing to spend money, big money (for a local biz) on anything that would generate results. Only one company delivered with their sales info, including references and I ended up forking over to them $30K ... and they delivered in spades (I started doing my own stuff after that because I liked it ... liked it so much I do it for a living).

If you do this stuff for a living, you probably know more than most local biz owners. But there's no reason to get defensive; instead show them what you can do for them with respect to traffic, conversions and ultimately new business. Even if they know more than you, if you can show that you can deliver results, they'll listen.

How to make your phone ring with new customers, if you knew how to do this we would not even be having this conversation.

Fact is, almost all the time the response to anything you say to the prospect who shoots something like this at you gets this reply:

"Yeah...nahh I'm not interested. Thanks for the call, though."

They didn't want to be there in the first place. Bad time, not our market, move on. Call back in 3-6 months, because their situation may have changed.

Ryan,
Back when I was selling exclusive ad space on coffee mugs I had a muffle shop owner ask me that very question.

Here's how the conversation went:

Muffler Guy: What do you know that I don't?

Me: Your competitor is around the corner.

Muffler Guy: I do more business than he does and have been here longer.

Me: Correct and from what you've told me about your business and with my help he's going to grab more of your business.

Muffler Guy: Where do I sign?

In sales I don't need to know their industry, just their competitor.

I ABSOLUTELY LOVE this kind of question.

If you handle this right you'll win them over easily.

They are a smart-ass with every one else too probably
and all they are looking for is someone to step up to
the plate and match up to them.

It's very easy to do.

So lets see....imagine I was selling seo (which I don't) I'd say

"What do I know that you don't well let's see here....
do you know the biggest mistake that business owners make
when trying to get their site visited by lots of potential customers?"

He may say yes he may say no (in truth he dare not say yes because he realises that he cannot win from here)

Then I might say....

"Have you been through all the recent changes that Google have made to their organic search algorithm and applied the neccessary repairs to your website?"

(Notice I'm not telling him what I know. I'm implying that I know all about these things by the questions I'm asking)

Yes he may ask me a question at this point but I would handle that more or less the same way...to continue.....

Have you heard what Google's next move is likely to be in terms of keeping your website at the top of the rankings?

Again....notice I'm not telling that I know.....I'm just asking the questions...he will likely assume that I know the answers and will eventually conclude that I know a good deal more than he does and is probably regretting the question OR.....he is impressed with my handling of the situation.

After a few more questions I'd say, "actually Mr customer I don't know 100% the answers to all those questions, but I've been at this game long enough to have learned a few things that the average cookie doesn't"

Then I'd probably continue with.....

"If you're interested in having me apply some of that hard won knowledge to your website then lets get down to brass tacks and see what I might be able to do for you...how does that sound?"

Nothing to it really. It's amazing what you can overcome with 35 years face to face experience ;0)

Thanks Jason........I have bought some of your stuff because I know you are the real deal too.

Actually on the phone I might do this.

Brilliant Mr Customer that is great QUESTION....HAVE YOU HEARD THE LATEST?

They always say....what's that? (or something very similar)

Give me a minute and I might just be able to tell you something that could change your life.....

Trust me....they're listening now.

Used it a lot in the door to door energy business.

As the market matured here in the UK we got a lot of..."not interested we know all about it"

We'd say yeah...."have you heard the latest".....etc ....etc ....etc

By claiming to 'know all about it' they are implying that it is a subject that interests them so they can't not want to know what the 'latest' is.....;0)

I know which competitors are beating you like a red headed stepchild and how they're doing it. I know what that's costing you every month and I know how to close the gap

then, SILENCE. Not another word until wise guys says something. Control taken.

As per my opinion, do not waste your time with these kind of customers. Even if you convince them and get the order, they will never be satisfied with what ever you do for them..... Regarding the question

I would have answered it in this way...

I do not know what you know.....

But if you are interested I can tell you what I know.

So it this your other account or is someone else using your story
ala J Peterman and Kramer

http://www.warriorforum.com/offline-...hole-fans.html

"What I do know better than you is your competitors have a better website and online presence than you and taking all your business" Then disappeared like a magician lol

"A lot". (I'm not as glib and quick as some.)
And then converse about business or move on.

Dan

Any time you get asked an awkward question it can pay to follow
the basic rule: answer a question with a question.

"Have you ever created a follow up email for your customers that
brought in $20,000 in sales?

"Have you ever worked with a client who did over $1,000,000 in sales
in a month?"

etc etc.

The numbers don't even have to be large...just large enough for him to
realize you're a professional and you've worked with real clients who've
made real money.

If I was in a mischeivous mood I might ask have a dozen questions like
that in a row, smiling and being friendly the whole time.

And then said "I guess the answer to your question is you know a whole
lot about your business but I know a whole lot about how to help businesses
like yours to make more sales and profits using the internet."

"If we pool our knowledge I'm guessing it might help you make some serious
money."

Making a prospect look or feel stupid is not going to get you hired hence the
line "you know a whole lot about your business" or "you have a wealth of knowledge
about your business..."



One last tip.

When a question stumps you don't feel like you have to answer immediately.

Sometimes silence is powerful (and it gives you time to think).

You'll be surprised what you can come up with if you just wait and give
yourself a few seconds to think of something.

Kindest regards,
Andrew Cavanagh

Hi RyanLester,
That was a pretty edgy question posed to you by that person. I guess I would have fallen back on my technical experience and background to at least put something out there he could respond to. This would give me the opportunity get my bearings in that situation before going any further.