Do you remember the “W” Questions? I’m talking about the Who-What-Which-Where-When-Why Questions. Those basic questions from elementary school…
I want you to ask yourself these “W” Questions about your Prospects or Customers. The questions help you know your customers and their buying habits. The more answers you have the greater your profits can be.
- Who are your buyers? Look at your existing client base. Do you see any trends? Ages, Genders, Occupations
- Which prospects have the money? Qualify your leads. Not everyone who wants to purchase can. Don’t waste your time with people who can’t buy.
- What do the buyers need? Do you know the difference between the prospect’s NEEDS and WANTS. Needs are the serious motivational buttons that you should push for sales. Wants are fickle and will change.
- Which benefits are most important? Does one selling feature generate several benefits? Find out which one benefit is most valued by the prospect. Focus your sales pitch.
- Where are the prospects when they’re buying? Are they in your store? on their computer? at corporate headquaters. Their physical location impacts their buying habits.
- When do they decide to buy? Do you have impulse buyers or research/compare types? Is it a minor decision or a significant one involving many people? Is the decision calendar driven? Figure out when and be there.
- Why should they choose to buy from you? This is your unique selling position. How are you better than anyone else?
This information provides you the insider knowledge to drive the sales process. Think of it like the hidden playbook that you’ve suddenly got access to. Once you have these answers, you’ll be able to use them with your prospects.
This information can help you target new markets. It can help you formulate sales letters or order contracts. It can help you close more deals.
Can you think of other “W” Questions to ask your prospects? Let me know your questions, they can become future posts as we all become Profit Specialists! Kirsten Peck
