The first step to business success is knowing if you offer a service or product people want. Many times people we talk to say they don’t need our service without thinking. The truth is many of the people who say no to your service or product don’t know what they are saying no to. Let me give you an example: Ask your self; how many things do you have that you don’t need? In most cases we have many things we purchased that we don’t need. This is also true for most of the people we offer our services and products to. Because we often buy things we don’t need we question everything that is offered to us. Often we turn down things we need. The key here is to be honest in your assessment of your clients need for your service. Most business people have been trained to screen objections and ask for the sell. But the most important step is to ask yourself if the potential client really needs your service or product. You won’t find out by telling him what you do or by giving him a business card or even your URL. No the only way successful businesses sell there products or service is by identifying what there clients really need and showing them how you can meet that need.
The next time you watch one of those 30 sec ads on television notice how many questions they ask. Here is the important point; every time you answer a question you sell yourself. Notice I said you sell yourself, that’s right you sell yourself. The best example of this type of sell is the pharmaceutical commercial that ends by saying; ask your doctor if this product is right for you. Now I ask you when was the last time you really ask a perspective client what they do and how they do it, while asking yourself how what you do or provide can really help them.
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