Learning to ask good questions is one of the most important skills for salespeople to learn.
It’s something that we train all of our reps on at Call Porter and it’s something that you and your sales team should be consistently practicing as well.
But what questions should you ask?
There are the obvious questions: how much do you want to get for your home? Why are you selling? When do you need to sell by?
But then there are some other powerful questions that, if you get in the habit of asking them, can transform your business for the better over the long run.
In fact, here are three questions that most investors forget to ask… but that we think are absolutely critical.
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1. Do you know anyone else who might benefit from our services?
When you think of referrals as a marketing tactic, you probably think primarily of B2B companies. But that’s not the only place that referrals can make a difference.
Regardless of industry or niche, word-of-mouth is still the most powerful marketing medium. Plus, all of your leads and clients know quite a few people… they might even know someone who could benefit from your services.
Not to mention that 92% of people trust referrals from people that they know.
This is a question that we recommend asking all of your past clients. Here’s an idea for how to phrase it…
We’re so glad that we were able to help you with the sale of your home. Do you know anyone else who might benefit from our services? We’re looking to help as many people in the community as possible and we always make it priority to serve the friends of our clients.
2. How did you hear about us?
Every single lead you get represents an opportunity to learn about your marketing strategy, about what’s working and what isn’t.
Asking all of your leads the simple question, “How did you hear about us?”, can reveal which advertising platforms, mailers, and even SEO keywords are the most lucrative for your business.
This question can fit anywhere into the first phone call.
You can even create a spreadsheet to track responses to this question en masse.
That way, you can collect meaningful data that’s unique to your business about where you should invest more of your marketing budget and where you might need to cut back.
Who knows?
You might learn that your Facebook ads, your Google ads, or even your business cards are more effective than you originally thought.
But one thing’s for sure… you can’t know unless you ask this question!
3. What made you decide to give us a call?
For each of your new leads — that is, people who call you — there was a moment of decision that you weren’t privy to.
Something made that person pick up the phone and dial your number.
And I’m not talking about the Facebook ad that they saw or the mailer that they received, I’m talking about the underlying motivation that made them call at this moment right now.
Was it because their internal pain became too great?
Was it because they’ve tried everything else and they finally just wanted to get rid of the property?
Was it because they need extra money and selling is now their only option?
Discovering the exact motivations that drive your target market to call you — as well as how they talk about those motivations and describe them — is one of the best ways to learn how to appeal to more people in your target market.
It’ll help you write better sales copy, run more effective advertisements, and craft more compelling sales pages.
So… what do YOU think are some of the most important questions to ask your leads and clients?
Let us know in the comments!