Ask These Questions to Qualify Leads, Learn More
One of the best ways to get to really know a prospect is to ask questions. So, why don’t more salespeople take the time to do so? It may be because they already feel that they know everything. Or, they don’t even know what to ask. Also, many in landscaping might not even have a sales-related background, so stepping into the role of salesperson can be tough. Asking the right questions that keep conversations flowing doesn't come easily to everyone, but, luckily, Lawn & Landscape’s Lauren Rathmell shares some great ways to kickstart conversations with questions.
What and When To Ask
First and foremost, you should be asking open-ended questions. These questions, that can’t be answered with a simple yes or no response, are key to keeping dialogue going. “Open-ended questions allow the client to add additional insight and give you more tools to advance the sale,” she explains.
One of the most important times to ask questions is when qualifying leads. She suggests setting aside time before the initial conversation to come up with some open-ended questions to ask. Think of what you want to learn about the prospect and what you need to know to make sure they would be a good fit.
Rathmell offers some suggestions for potential questions:
- What is your number one goal?
- Is this process something you are comfortable with?
- What are you looking for in a landscape company?
- What are your immediate landscape needs?
- Passing baton of power: If this decision were yours alone, what would you do?
- How long have you been thinking about this?
- Why are you using this space?
- How often do you entertain? This can indicate if the client cares about the perception of their peers.
- What are your goals, why did you call us?
- Why are you looking to make the change in providers?
Sprinkling these questions into your conversations can not only help you qualify leads, but also give you fantastic insight into what the prospect wants and needs. Also, make sure you’re taking the time to actually listen to the response; don’t immediately jump in with a response. Get comfortable with silence, and, as Rathmell adds, “If you wait for a response, you may be able to draw out more key information.”
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