Most people talk about how wonderful they are or how great their products and services are. Very little time is spent asking the customer or client what she would like to see happen. What her goals are.
Often times I use the following four steps to separate myself from all the other lawyers in town. Regardless of what you do for a living, you can use these types of questions too. Click here or on the image to watch the recorded Periscope.
Depending on where I am and what I am doing (meeting the new potential client in my office or unexpectedly on the sidelines of a soccer match), I don’t dive into these steps until some level of rapport and bonding has taken place. But when it’s time, I use these four steps to help move a potential client to becoming a current client.
Keep in mind there’s no magic to the exact words used. What’s important is to walk the potential client through the process.
Step #1: Tell me what happened? What would you like to see happen next? What’s your goal?
Listen and if you can, take notes. This will help you understand what it is your client is looking to accomplish.
Step #2: How will you know when you reach or hit your goal?
Step #3: Will you be handling this yourself or would you like someone to help you [whatever the task is]?
(if the person wants someone else to do the task for her)
Step #4: I understand where you’re coming from. That’s exactly what we’ve been doing for almost 30 years. In fact, you’re my ideal client. Would you like me to help?
[if you’re asked by the prospect why she’s your ideal client, go through each of the goals that she shared in Step #1 and let her know those are also your goals in these types of matters. Be honest and truthful. From the heart, explain why. Show her how you can help solve her problem while reaching her goals]