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Marketing in Berkshire
Marketing Agencies Looking to do Business in Berkshire |
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How do You ask the Right Questions?
If you use networking to meet potential clients, you can use questions to find out whether or not the person you’re talking is your ideal client.
When someone asks you what you do, focus on the problems your clients face and what you do to solve them. Don’t tell them how, but talk about the results you get.
If you know how to steer the conversation, you can gather useful information, while the other person sees you as someone who is really interested in hearing about their business and some of the problems they experience. Follow these simple steps to create some powerful questions:
1. List up to five problems that your clients face, which you can solve. For example, the problem could be a lack of time to market their business on a regular basis.
2. Now write down a question that will allow you to find out whether or not this person experiences any of these problems. For instance, you could ask, “Do you find you have enough time to promote your business on a regular basis?”
3. Thirdly, write down a consequence of each of the problems someone might face, to show you understand their issues. You could say, “I guess your business goes through the feast and famine syndrome, where one month you’re swamped with work and the next you have nothing to do?”
4. Now that you’ve got their attention and they know you’re interested in them, you can tell them how you can help them. Write down one thing you can do to help this person to overcome each of their problems. An example might be “I understand what you’re going through. I help businesses to beat the feast and famine syndrome, by showing them how to put together a marketing plan, with actions to follow each month, to make sure they keep doing their marketing.”
Now you have the outline for your marketing conversation – get practising! Write it down and rehearse it until you are confident that you can deliver it smoothly. Keep working on it until you find the words that really grab people’s attention and leave them wanting to know more.
For a chance to practice, come along to a half day interactive workshop on Thursday 21 July at Waterstock House Training Centre near Oxford.
Contact Chantal for more information.
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