It is imperative that you know as much about a prospective client as possible before you present your solution and pricing to them. Please find below a list of seven key questions you should know the answers to before you present your solution to them.
1. What is the Client’s problem or issue?
Most times the client is aware of his or her issues but wants to make sure that you are aware of them. By doing this you are gaining credibility, proving that you are in fact listening. If you do not know why they are talking to you, chances are you will not find a solution for them.
2. Why is it a problem?
So you have established what the problem is but do you know why it is a problem? They may indicate that they are looking for a particular product or service but to really understand the client and their needs, find out what impact that particular problem has on them.
3. What is the desired outcome?
You now know what the problem is and why it is a problem. You better know what their end goal is whether it is freedom or more time with their family or cost savings. Focus on how your product or service will achieve this outcome.
4. What is the most important problem?
Many times clients will list multiple problems or issues. Find out what their most immediate need is and focus your attention on that. If you are not aware of their biggest need and you highlight secondary issues, they may not see your product or service as an immediate solution.
5. What are potential solutions?
Whenever possible try to give the client a couple of different solutions that address their primary problem. This will show that you are in tune to the clients needs and the client has some power and control over the process.
6. What are the probable results?
You have now successfully given them a set of solutions. Don’t forget to highlight what the results will be with each of the choices you have given them. Show them how these solutions will result in their desired outcome from question three.
7. Why are we the right choice?
You are kidding yourself if you think that you are the only solution to their problem. If you have made it this far make sure to differentiate yourself from your competitors and make sure they know why they should do business with you and not someone else. Failure to do that may place you in the unenviable place of being commoditized and you will be judged solely on price and not the value you will bring to them by solving their problems.