INVITE QUESTIONS TO BOOST YOUR SALES
Don't Ignore a Crucial Element in Dealing With Customers--Encourage Questions.
©2011 by Bob Leduc
Do you invite your prospective customers to ask questions...or do you try to avoid getting questions from them? You're walking away from many easy sales if you don't encourage prospects to ask questions.
1. Prospects Who Ask Questions Are Usually Ready to Buy--Prospective customers who take the time to ask questions usually have a high level of interest in your product or service. By asking questions, they identify themselves as likely buyers.
A prompt and complete answer to their questions, along with a gentle reminder of the benefits they will get is usually all it takes to close the sale.
TIP: Make it easy for prospects to ask questions when they are at your website or in other selling situations where there is no personal contact. For example, list your phone number or an email address they can use for questions.
2. Set Up a Procedure for Managing Questions--Answering question from prospects does not have to take a lot of your time. Many of the same questions will be repeated over and over again. But you only have to answer each question once...if you save the answer to each question in a permanent file.
Every time you get the same question again, just copy the answer from you saved file into your reply--and customize it appropriately. You will be able to answer questions quickly. And you will impress prospects with your promptness and personal attention.
3. Always Reply Promptly--Answer questions promptly. Your prospect's level of interest and your chances of getting the sale will decline as time passes without a reply. Prospects are also likely to judge your commitment to serving customers by how long they waited to get the answer to their question.
TIP: If you find yourself personally answering a lot of questions, add a Frequently Asked Questions (FAQ) page to your website or to your printed sales material. Include the answers to your most frequently asked questions. This reduces the number of questions you have to answer individually.
4. Take Advantage of the Selling Opportunity--People tend to pay close attention to what you say when you answer a specific question they've asked. Take advantage of this. Don't just answer their question. Include a reason for them to buy as part of your answer.
For example, a typical question may be whether or not your product or service applies to the questioner's situation. If it does, expand your answer to remind them of the specific benefits they will get. Then tell them exactly how to order so they can get those benefits immediately.
Remember that prospective customers who ask question are usually close to buying. A gentle nudge from you will often get them to take action. Provide that nudge when you answer their question.
Many businesses try to avoid questions from their prospects and customers. They are making an expensive mistake. Answering questions from prospects and customers is a highly-effective and very low-cost way to boost sales.
Bob Leduc spent 20 years helping businesses like yours find new customers and increase sales. He just released a totally new edition of his best-selling manual, HOW TO BUILD YOUR SMALL BUSINESS FAST WITH SIMPLE POSTCARDS and several other publications to help small businesses grow and prosper.
For more information, contact Bob at:
Bob Leduc 7575 Rome Blvd. Las Vegas, NV 89131 Email: BobLeduc@SierraNV.net Phone: (702) 658-1707 after 10 AM Pacific Time Website: http://BobLeduc.com
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