Video Transcript
There are times when we meet with prospects, and we can't get down to the emotion or the true pain. That's a disqualified prospect.
So now that you've figured out, OK, you need to dive a little bit deeper and get down to the real problem the prospect needs your help with. The first thing I would start with is it's like a funnel. You got to think of it in the sense that I've got to start very high level, at an open top of a funnel, very general in concept with my questions, and then get down to that small piece at the bottom, the crux of the matter, which is getting down to that emotion and how they really want your help. And that's what starts to differentiate you from your competition.
So I'd start working through just at the very beginning. OK, so what is the problem? Start from that high level. How long has that been happening, and when has it been occurring? And what have we done to fix it? And get specific with them to give you some examples.
After that, shift the conversation and go a little bit deeper and dive into OK, so let me understand exactly why this is a problem for you, and then how is it truly impacting not just you from a business standpoint– maybe it's dollars lost, or it's the number of hours we're losing if it's a certain thing that we're working on– but also from a cost standpoint of them personally. What is the impact on them? Is it causing them to feel, hey, I'm not sure if my job is going to be the same if I don't get this fixed? Or is it causing them to go, OK, I don't know what will happen with this goal that I've set here?
And then go one step below and dive into, OK, so when this happens, how are they truly feeling about it?
Are they worried? Are they upset? Are they frustrated? Are they nervous?
Or, if they're working towards a goal, do they believe that if I hit that goal, I'll be excited? Will I feel great about what's going on if that happens?
Finally, it's time to dive into how do they truly see you helping. Don't try to guess for your clients, but have them tell you that here's the way that I see you being able to help me, and here's the path that I'm hoping you can help me follow to get to this goal.
