Why Did the Prospect Contact Your Company?

What is the very first question you would ask a prospective client that made the initial contact?

Well, prior to asking this question start by asking yourself what you really want to know about this prospect.

The key when making first contact is to be really interested in the prospect. This is fundamental to selling anything. Being interested in people is what makes you successful in sales.

The most obvious thing you would want to know is; “what prompted the prospect to make initial contact?”

Was it a marketing or promotion piece? An advertisement? Ask what it was that interested your prospect to want to reach out to you.  Think about the fact that each of us is overwhelmed with the amount of marketing we are shown or offered on a daily basis.  Whether its internet banners, text marketing, emails, billboards, radio or TV, the list goes on and on.

However your prospect somehow decided that your product or service was important enough, out of all the thousands of offers they receive on a daily basis, to take the time to call you.

Remember this when you’re making the initial contact and be very interested in what it was that caused them to reach out to you or your company.

It’s the details that are important

Ok, so you learned from the prospect that they called you because of a promotion they received.

Most sales people will roll with that answer.  However, if you’re really interested, take it further.

How about finding out what they liked most about the promotional piece or what was it about the advertisement that prompted them to take action and contact you.  This gives you additional information about what the prospect is thinking and what they are interested in.

Then take it even further, establishing a higher level of communication.

You might ask; “How long have you been thinking about buying a product or service like ours?”

Also, here’s another important question you need answered.  If your prospect tells you they’ve been thinking about it for 6 months, a year or even more, would you want to know this?

Additionally, you can ask a question such as; “I’m curious, why you didn’t you buy (the product or service) before now?”

Getting this information from the get-go, and being interested in as much detail as possible is key, and establishes an excellent foundation of communication and trust with your prospect.

There is a level of caring that goes with being interested in what motivates people that, if used correctly, will separate you from other salespeople.