Three Reasons It’s Okay When Your Client Tells You “We’re Not On The identical Web page”
In this text you will be taught three the explanation why it’s okay when your consumer tells you, “We’re not on the identical web page.” It is a collection of questions to assist get you on the same web page, and a tested technique- if not a guarantee- for understanding in case you are really on the same page.
A prospect emailed me again just lately after reviewing a tailored abstract and proposal I sent him. The message was quick.
“We’re not on the same web page. We want to speak tomorrow.”
You see, we met earlier in the week and whereas I had some concepts about how I’d assist him, it wasn’t exactly clear to me what he wanted me to do. And, I’m pretty sure he thought I might help him, I am also pretty positive it wasn’t clear to him how he thought I might help.
Does this ever happen to you? What do you do about it?
You can keep hammering away with questions hoping to get a clear understanding. But if it’s taking more than a couple of occasions asking the identical thing in alternative ways, you’re probably not king of spades tshirt getting anyplace but on the prospect’s bad aspect…annoying him like your neighbor’s ankle-nipping, excessive-pitched yapping canine.
Or possibly you just rush out of the room smiling once you suppose it’s secure to escape, saying thank you, and send some very common mailing materials with a quick notice about the way you hope you are able to do enterprise and then spend countless hours, days, or even months following up.
Don’t misunderstand me. I do not wish to get a ton of hate mail here.
Following up is sweet. Following up is great. It is essential to developing a relationship for when the prospect is able to grow to be a buyer. Nevertheless, it’s a complete waste of his time and your time and sources if you’re following up on services you promote but the purchaser doesn’t need, can’t purchase or is not going to ever purchase.
Think about it one other manner, would you proceed to spend quite a lot of time, assets and money trying to promote a Lear Jet to a keep-at-home mother of 4 with an excessive concern of flying and who lives in the identical neighborhood with all her key family members and buddies?
In all probability not.
You might, nevertheless, keep her on a low cost mass mail, e-mail, or junk mail listing the place you are targeting get-away weekend adventures by helicopter. It would not price you a lot, and hey, a weekend get-away could just be the thing she’s searching for to have fun a birthday or anniversary.
See the distinction?
That is why I developed a guidelines and process I follow for every assembly to help me sort issues out. Depending on the situation I may reduce just a few corners, or, I might put a bit further effort into it.
However I always observe the observe in principle. And i all the time get results.
Have you ever ever heard the undertaking manager’s saying, “If it isn’t in writing it didn’t happen. If it isn’t signed off on, then it’s not getting began.”
It is good advice. This is what you do.
At an appropriate place in the dialog when your prospect has defined his state of affairs (and he requested for the assembly), if you haven’t been taking notes, take out your pen and pad and ask any of the following questions and start writing:
“How can I assist you?”
“How would you want me that can assist you?”
“How do you think I can make it easier to?”
“What would you prefer to see from me?”
“What would you like to see me do for you?”
“What do you assume I can do that can assist you?”
In the event you asked for the meeting, after you introduce your services or products and share your compelling story along with your prospect you possibly can merely ask:
“What do you think?”
“What are your ideas?”
“What are you thinking?”
Discover, in each situations the questions are open-ended and may generate particular steps, actions, and emotions.
If you haven’t already outlined the next steps, you possibly can achieve this here. You can even take management.
Thank your prospect, finish the meeting, and promise to send him your thoughts in writing.
There’s a couple of forms and formats I developed through the years. No matter you use, if it’s any good, you’ll quick uncover if you are a good match.
Or, your prospect will rapidly get a good suggestion about whether or not or not you and he are on the same page. And simply as importantly, you is perhaps offering useful insight or information in areas your prospect had not considered which can open up new alternatives.
Anyway you take a look at it, it’s a win for you both.
1) If you’re wildly off-base, you helped your prospect determine quickly that you just each ought to transfer on- and you’ve got left a very good impression so your prospect will remember you must his wants change.
2) If you are not fairly on the same web page however in the identical chapter of the ebook, there’s opportunity for you both to discover.
3) In the event you and your prospect are on precisely the identical page, there’s little stopping you from shifting forward rapidly.
So… As a lot because it is admittedly great to hear you are on the identical page, it does not harm to listen to you’re not on the identical page. In truth, it is likely to be an excellent factor.
Creator Field Mark H Daniels has 1 articles on-line
Mark H Daniels is a B2B and B2C Gross sales Guide, Copywriter, Author and Speaker specializing in merely higher selling by refining existing messages, stories, and displays, and designing new methods to current your organization and product that has prospects and clients thanking you and making selections in your favor.
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