This is an area that many people think that they have to continue the ‘look at me' or 'look at our company’ talk. Well don’t think that way. Remember people don’t care how much you know until they know how much you care.
This is the time to get to know your prospect. You may have all the enthusiasm in the world for what you do, but if you don’t get to know what is important to them – you are never going to help get them what they want.
It has been said that you have to ‘qualify’ these prospects. The word ‘qualify’ concerns me a bit. I prefer to think about this area as getting to understand the prospects’ attitudes and previous choices. The only way you can do that is by asking questions. These questions must be of interest to them while at the same time helping you understand the prospect's previous motives.
So what questions can you use to find out more about your prospective clients?
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