Question me an answer bright and clear.
I will answer with a question clear and bright.
Even though your answer may be wrong my question will be right.
Question me an answer.
Answer with a question.
Well this is all quite true especially if you’re in the field of selling, marketing or recruiting. Your success largely depends on asking the right questions at the right time. We sell something or recruit people into our business not really to build an impressive network (well, that’s just a result of the right efforts); we bring in people or push a product to ANSWER either a want or a need.
In my long years of experience in sales, it’s more of the wants that work. Just to illustrate this, a lot of people may need to lose weight. But not all of them will want to work for it. So if you’re pushing a weight loss product or program, you will want to focus your selling efforts on those who want to lose the extra pounds.
The same goes with your prospects and potential recruits. They have lots of wants. People want to have a nice car. They want a nice home. People want a good business that brings in lucrative income. And so it goes on and on – and much of your success in recruiting and selling really lies in asking the right questions.
First, you will need to ask yourself a few questions. How do you assess if someone is an ideal prospect? When you come to think of it, in most cases you already have the right answers painted in a picture of your ideal prospect and it’s all a matter of asking the right questions. What are their characteristics? What are they hoping to achieve or what do they dream about? What are the gaps that they want filled and what are the issues and challenges they encounter along the way?
Your next step is not to approach your prospects and ask them these questions. Instead, it is highly advisable to talk to some successful recruiters themselves and learn about how they built their networks and their businesses.
Here are a few questions you can use:
- What big challenge were you facing before you found this particular product or business?
- What else have you tried in the past?
- Why did those products or businesses fail you?
- How did you feel after you tried this present product or involved yourself in this particular business?
- What would you say to convince someone who could be a bit hesitant about your product or getting into the same type of business?
Ask about 10 to 20 people in a similar business that you’re planning to get into, and you’ll be surprised to get very similar answers. You will notice some patterns evolving and these can be very crucial to the next steps you will be taking. Marketers call these the ‘hot buttons’ when recruiting.
It’s all about filling the gaps and connecting what you have to offer to what your prospect wants. Paint a picture of possibilities that your prospect can identify with. Create a ‘before and after’ situation. It’s about solving issues, challenges and difficulties. When you are able to do that, no doubt you can double or even triple your recruiting or selling results. It’s about being a few steps ahead and thinking outside the box.
So go beyond conventional thinking and be on your way to successful selling and recruiting. Leave your comments below as I’d appreciate your thoughts and similar experiences on this.