If you're asking the questions that are leading the right direction,
eventually the client will go, "when do we start?" That's it. And they'll be pulling out
their wallet going ,"okay when do I start? Where do I sign?", because if you're asking
the questions it'll help them determine what they really want, and at some point
they're going to, and you may give them a little part of education of course on
the product, or something like that, but you know that's part of the process.
Yes, the opening questions and you may have a couple solutions, and they say, "well is
this more important? Or is that more important?", they go, "no this one!" So you go
over here, "well what about this, and this, and that's nice! Oh I think that's more important..
.. okay now we're over here.. okay what about all that?.. hmm, oh I need to be over
here..", and before you know it if you're asking the questions the right way the
clients going to go, "okay I'm ready already, just take my money!" Now imagine this,
if you had a guaranteed way that you could, you know, three different
questions that you could ask people, you could walk up to anybody, you could see
if they were a client, potentially or not, and you could walk up and you could go
"Hi my name is Rich. How are you doing? I have three questions for you Jeff, would you
mind if I just take a minute and ask you a couple of them?", and you could (snap fingers) go, right?
Can you imagine how powerful that would be? That's part of your client process, right?
(Audience acknowledges) Every industry is different, but you know what? There's usually three
different things that they're talking about. So let's write this one down, not
in your book, but it's in my personal one, they have an issue with time. There's
always going to be something around time or the physicality of time, and so in
your industry might look slightly different, but you know think about that,
if there was a time issue with my clientele, what would that be? Never take
time for myself. Right? Heather! You know, by the time you realize that you don't have what you have got..
Margaret!
Every time I try, I take all, and put all that energy into it, but it never seemed
to get anything done. Paul, it's too much trouble for me to try and switch over
from the big ones. Furnace. By the time they realize you need to come
in and check that furnace out, it's too late. Time, you see? Time. Control.
No control. I love control, I just did the whole room.
So there's something about control that we all love and when people lose control,
it's a prime opportunity for you to walk in as a vendor, or as a service provider,
and have them come in contact with that. So whether you're providing service in
the sense of a phone system, or whether you're turning around doing something in
the healthcare industry, or whether you're providing service and product
like Austin way back there, or Tim in the sense of what's going on here, you know
there's a control issue that they want to maintain control with, and so control
is always going to show up. So we have time, we got control, and economics, usually.
There's something to do with economics occasionally that pops up
and so it might be for Paul and his service, you know, "I'm getting sick and
tired, you know, paying Bell!" Well that brings number-four up. For me that's
the service. Right?! Sick and tired of paying Bell, right?
Economics. So economics will show up in your industry there Karen, economics
right? Shows up all the time. Pricing shows up all the time, right? For our
webmaster here, I'm going to call you the "web guy", "master web", "spider web guy", you know,
it's more about the fact that they're spending money and they don't know what
they're getting. So that's a control issue and that's money issue. Service, you
know, I want service. Why do we want service? Because we want to feel
important and we want to build that rapport, and we want to be able to say
that I got this service back from whatever we're doing right? So Dan
provides service. You know he's got bins, but he provides the service. He takes
the stuff to make sure that he doesn't rip up their front lawn, and and all that
kind of stuff, when he drops the bin or on the driveway, he does all those
special things. Service is important. So you got really four different areas that
you can actually have a question that's going to get their attention. You can
qualify your client in some way, some aspect, to help them figure out whether
they're your client or not. They've got to be curious questions.. "have you
ever noticed this.. but found this..? Have you ever found yourself in a
position like this..?" You know, whether you're you're helping them in a service
or you're helping them in the product, your product provides something that
tangibly they can get out of it, and there's also the emotional part of that
as well, so if we just leave it to the product itself, it's not enough, it's the
emotional gain that they get from that.