Do you invite your prospective customers to ask questions...or do you try to
avoid getting questions from them? You're walking away from many easy sales if
you don't encourage prospects to ask questions.



1. Prospects Who Ask Questions Are Usually Ready To Buy



Prospective customers who take the time to ask questions usually have a high
level of interest in your product or service. By asking questions they identify
themselves as likely buyers.



A prompt and complete answer to their question along with a gentle reminder of
the benefits they will get is usually all it takes to close the sale.



Tip: Make it easy for prospects to ask questions when they are at your
web site or in other selling situations where there is no personal contact. For
example, list your phone number or an email address they can use for questions.



2. Set up A Procedure for Managing Questions



Answering questions from prospects does not have to take a lot of your time.
Many of the same questions will be repeated over and over again. But you only
have to answer each question once ...if you save the answer to each question to
a permanent file.



Every time you get the same question again, just copy the answer from your saved
file into your reply - and customize it appropriately. You will be able to
answer questions quickly. And you will impress prospects with your promptness
and personal attention.



3. Always Reply Promptly



Answer questions promptly. Your prospect's level of interest and your chances of
getting the sale will decline as time passes without a reply. Prospects are also
likely to judge your commitment to serving customers by how long they waited to
get the answer to their question.



Tip: If you find yourself personally answering a lot of questions, add a
Questions and Answers page to your web site - or to your printed sales material.
Include the answers to your most frequently asked questions. This reduces the
number of questions you have to answer individually.



4. Take Advantage of the Selling Opportunity



People tend to pay close attention to what you say when you answer a specific
question they asked. Take advantage of this. Don't just answer their question.
Include a reason for them to buy as part of your answer.



For example, a typical question may be whether or not your product or service
applies to the questioner's situation. If it does, expand your answer to remind
them of the specific benefits they will get. Then tell them exactly how to order
it so they can get those benefits immediately.



Remember, prospective customers who ask questions are usually close to buying. A
gentle nudge from you will often get them to take action. Provide that nudge
when you answer their question.



Many businesses try to avoid questions from their prospects and customers. They
are making an expensive mistake. Answering questions from prospects and
customers is a highly effective and very low-cost way to boost sales.

Bob Leduc spent 20 years helping businesses like yours find new customers and
increase sales. He just released a New Edition of his manual, How To Build Your
Small Business Fast With Simple Postcards ...and launched *BizTips from Bob*, a
newsletter to help small businesses grow and prosper. You'll find his low-cost
marketing methods at: http://BobLeduc.com or call: 702-658-1707
After 10 AM Pacific Time/Las Vegas, NV

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