Most customers mind are their Weak Point. Ability to get into their mind in strategic way is a key for any effective marketing that will convert and make sales.
There are different ways to understand and get into their mind.
Understanding your client and customers are vital in your business.
Persuading prospect to customer is very hard if you don’t know who they are and their needs.
In your sales process knowing much about them is critical for you in other to know the solution that you will offer thereby enabling you to help them solve their problem.
Below are the types of questions you can ask that will lead you to better understanding of your prospects.
Ways To Understanding Your Prospects
Qualify Your Prospect First : A Good Way To Understand Your Prospects
First, you need to make sure that you’re spending your time talking to someone who is a good candidate for your offering. Nothing is worse than going through your entire sales process only to find out that your prospect isn’t a good fit for your product or service.
The last thing you want to do is waste your time.
The first questions you ask your prospect should be designed to determine whether or not you should proceed with the interaction. These questions will help you make sure that you don’t waste time.
You can thank me later.
Here are some of the things you need to find out:
- Does the prospect actually need your offering?
- How badly do they need it? Is it an urgent need?
- Can they afford to pay for it?
- Is your prospect the one who makes the buying decisions?
It probably won’t be appropriate to ask these questions directly, but you should ask other questions that will help you find these things out.
What’s Your Prospect’s Current State?
After you determine that your prospect is a good fit for your offering, you can start finding out more about them. This is when you will begin to truly understand what your prospect needs and how you can help.
First, you have to figure out how things are for your prospect in the present. Here is what you need to find out:
- What are things like right now?
- Are they happy with it? If not, why?
- What would they change about it?
Here’s an example. Let’s say you sell lawnmowers. You have a prospect who is in the market for a new one.
In this case, you want to find out what type of mower they are using currently. Have them tell you if they like the mower they use right not. Find out what they like about it or what they don’t like.
If they don’t like their current lawnmower, find out why. Ask them to tell you what they would change about it if they could. The better you understand about your prospect’s current state, the easier it will be to provide the right solution.
Where Does Your Prospect Want To Be?
After you find out how things are in the present, you now must focus on the future. This is the part where you find out what your prospect really wants. You have to find out what your prospect wants to achieve.
One thing you need to focus on at this point is what your prospect feels. It may seem counterintuitive, but you need to appeal to their emotions. Most of the buying decisions people make are based on feelings, not logic.
You need to make sure you find out what they feel right now, and what they want to feel. Here’s what you want to find out:
- How does your prospect want things to be? How will this make their lives easier?
- What are they doing now to try to get there?
- How badly do they want things to change?
- How do they want to feel?
- What will things look like for them when they finally get where they want to be?
Listen carefully when your prospect is telling you about what they feel. This is what you need to address when it’s time to pitch your offering.
Let’s Go Back to our Lawnmower Example
If you want to sell your prospect a lawnmower, you have to find out what they look for in a lawnmower. What type of lawn do they have? Are they having a hard time making their lawn look right?
Perhaps they’re satisfied with their current lawnmower and they just need a new one that does the same thing. Make sure you’re listening carefully so that you don’t make the mistake of pitching something the customer doesn’t want or need.
What’s Keeping Them From Getting What They Want?
Now you’re going to find out about their pain points. You want to find out what frustrates them. After finding out what your prospect wants, you need to discover what’s keeping them from getting it.
This is where you will find out the problem you need to solve. Here’s what you need to know:
- What are the obstacles that prevent them from reaching their objective?
- What have they already tried in order to overcome their obstacles?
- How badly do these obstacles frustrate them?
- How can you help them?
This is the most important component to understanding your prospects. Since you’re there to solve a problem, it’s important that you understand what their real problems are. This will give you the information you need to provide the right solution.
Using our lawnmower example, it would be important to find out what they don’t like about their lawnmower. What is lacking? Why doesn’t their current lawnmower enable them to have the lawn they want?
Are the issues with their lawnmower just annoyances? Or are they really keeping your customer from getting the lawn they want?
Again, make sure that you understand what the prospect’s real problems are.
Are you asking the right questions and providing solutions to your prospects? -via smallbiztrends