Do your prospects trust that you are a promo expert? Do they know you’re an authority when it comes to all things promo?
How they perceive you makes a big difference. If you come across as shaky or inexperienced, prospects are much less likely to take you seriously. And on the flip side, if you project confidence and use language that conveys your expertise, prospects are more likely to want to move forward with you.
Dan Tyre, an authority on sales and inbound marketing, advises rethinking your qualification questions. The goal is to establish yourself as a credible authority right out of the gate. How can you do this? Read on. We share Tyre’s recommended phrases in this issue of PromoPro Daily.
- “Tell me about your business pain.” Tyre recommends this statement because it gets to the heart of the matter. You don’t need to hear about every problem – just the main challenge. He says if you ask someone about problems, they might not know where to start. But if you ask about pain, you’ve focused on the one biggest issue.
- “What is your biggest inhibitor to growth?” This query may sound complex, but Tyre says it’s the natural follow-up to the previous phrase. You’ll gain even more credibility if the prospect is unsure and you can help them identify blockers.
- “What type of return on investment are you looking for?” Rather than ask a vague question about goals, Tyre suggests asking this question because it lets you know exactly what the prospect expects from the money they’ll invest in working with you.
- “Do we need an executive sponsor?” This is a high-level employee from your promo company who can provide expertise or guidance to the prospect. Tyre says most prospects won’t need one, but the offer can make them feel valued.
- “Let’s talk about the implementation process.” This statement lends itself to walking through a methodology, Tyre says. It demonstrates that you have an orderly onboarding process in place and that you’re not about to quickly piece something together.
- “Who besides yourself on the senior management/executive team is interested in this?” Don’t just flat-out ask if someone is the decision-maker. Instead, introduce a little flattery with this question. It’ll make the prospect feel respected and get you the info you need.
With the phrases above, you can leave no doubt that you are a promo authority. Instead of using filler words or overenthusiastic language, weave in the phrases above to cement your credibility.
Compiled by Audrey Sellers
Source: Dan Tyre is a public speaker, author, investor, board member and adviser. He has spent more than 16 years as an executive at HubSpot.
