With so much emphasis in business on building empathy and rapport with prospects and understanding their needs, there’s an embarrassingly obvious part of the selling process that we can easily overlook.
Maybe we’re all just too polite, and fearful of coming across as pushy or salesy, but the maxim holds true: If you don’t ask you don’t get.
If you don’t proactively ask prospects to make a decision or ask clients to upgrade their orders, it’s unlikely that they will spontaneously seek these things out. As a result, your invested time and effort will go to waste, or worse, your competitors may tempt your prospect away.
Why does this modest act make us feel so uncomfortable that we are reluctant to do it?
There's two big barriers I frequently come across:
Remember your clients and prospects already know that you are a commercial entity and require sales to exist! There’s no shame in being upfront about this, and where along the way the key decisions are.
If you want to see your business grow, it is important you get into the habit of asking. Not only is it crucial to the sales process, but it’s also essential for all of your end-to-end marketing activities and any plans to scale up your business:
As a general rule, I bet you can always ask one more time than you think. So, rather than assume a client’s response, ask for one instead. If you don’t, a competitor will.
What's your experience?
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