Marketing
The One "Key" Questionby Nancy Roebke
You've begun to establish a nice rapport with your new prospect. You are focusing on him or her, as opposed to you and your products or opportunity, as most distributors do. This person is starting to feel good about you and has enjoyed answering your first two "Feel-good" questions. Now it's time for the "One key question," and here it is:
"Mary, how can I know if someone I speaking with would be a good prospect for you?" What have we accomplished by asking that question? Two things. First, we've continued to establish ourself as being different from all others they meet who are in business, who only seem to want to know, "How can you help me." People might not come right out and say that, but isn't that what they imply when they hand the person 10 business cards, telling them to "keep one for yourself and give the rest to your closest friends."? Instead, we are letting them know that our interest is in helping them. And that is always acceptable to a person (so long as you are, and come off as, sincere).
Secondly, since we are asking for help in identifying their prospects, she will gladly supply us with an answer. And the fact is, nothing builds trust and credibility with a prospect more than actually referring business to them whenever possible.
-----------------
Bob Burg (mail to: bob@burg.com), author of WINNING WITHOUT INTIMIDATION and ENDLESS REFERRALS has a free weekly ezine. Send any email: subscribe-wwi@talkbiz.com or subscribe at: http://www.burg.com/newsletter.html.
Marketing