Where I’m at?

Each question is going from the perspective of the potential client itself, so keep that in mind. You need to imagine that you’re buying your own product like you’re a client yourself.

Imagine that you’re standing in the center of nowhere. No banners, no signals, no people, no cars. Pretty scary, isn’t it?

So, it’s not hard to guess, that the first question would be “Where I’m at?”.

You need to think about how the client will feel in the first several seconds of being on your website, or social media post, or even why he needs to talk to you.

When you first come anywhere, you want to see some valuable information immediately.

Let’s take a website as an example. When a person comes to your main page, he wants to see the main reason why he’s here.

I would say that it’s more about the logic and the UX behind the interface.

It directly shows you how many people turned around and left your website after the first 5 seconds and how many people scrolled through your whole website.

This question greatly applies to the current state of the world. When we’re overloaded with tons of information and need to find the right one for ourselves.

To present yourself in the best way, you need to think of a simple, minimalistic, and not overloaded UI as well. You need to think of the right SEO for the title, slogan, and description. And you also need to come up with a great CTA for your website.

Why should I pay attention?

The next step would put some value into your product in the eyes of clients.

It’s not a secret that we often don’t know what we truly want. Same as many of your potential clients.

They came to your page, after exploring your website for a minute, and they would probably ask you — “Why should I even pay attention to this product and service?”

Your task would be to explain this “why” to the potential buyer. And before explaining it to him, you first need to explain it to yourself.

When you’re saying something like “My product is cool” or “It has the best quality out there” then nothing would come out of these.

If one cafe has the best coffee and the other has the best service, then people will go to the one that is nearby.

So, the quality of your product or the goodness of your service doesn’t give you any guarantees. You should understand your potential client and what he or she truly needs in life.

Saying that your product is great at everything means that it’s great at nothing.

Focus on what truly matters to your customers. It’s like finding a specific button in their brain after pushing which they’ll immediately become engaged in your product.

If you’ve answered these two questions, then you’ve almost succeeded. They’re the most important ones, and they truly determine whether you sell your product or not.

So, let’s explore some other questions that would help you have a higher chances of closing the deal!

Okay, what are you offering?

That’s the part where a client is already interested in your main product. Congratulations, you’ve done a great job. Now client is truly interested in your product and wants to see something more. Let me explain.

Maybe the customer wants to hear about your other product or some additional modification that would make it more personalized.

Imagine a situation when you come to the Porsche dealership in your city. You haven’t heard about Porsche before, so you’ll build your vision from scratch.

When you come to the building, you immediately understand that it’s something related to cars. Everything looks nice and fresh.

You face a manager who explains everything and answers all of your questions. Now that you understand that Porsche is a luxury car, you start to like it.

This part would be all about exploring different variations of these cars. There are plenty of them and a specific manager would also help you to choose the best one for you.

Some of them are off-road, some of them are electrical, some of them are SUVs, and so on. You can understand that there’s always the right option for you.

If a client orders some kind of service from you, then your task is to do everything to meet his expectations.

You need to think about how you’ll present your product or service. Even if you sell only one product without any add-ons, you can still find a way to make it more customized.

What is my reason to believe?

Most of the leads are happening on the web. And we all know how easy it is to get scammed or not get what you really want.

You, as a seller, need to fully express your intentions and show your customers that you’re not scamming anyone.

The client needs to be confident that he’ll get what he truly wants. And clients need to be confident that your service will be as good as you promise.

It’s an addition to meeting the expectations of a client. If I order a professional website design, then I want the word “professional” to sound real. It shouldn’t be a website from 2007. Keep that in mind.

The best way to illustrate to the potential client that you’re not scamming anyone and that you guarantee the quality of your service is to show your portfolio and some statistics.

If you have a large client base and have done more than 100 websites, then it’s an indicator of professionalism and that I can trust you.

If you show that your website increased the visibility of this website by 23% and that users are highly likely to buy the product from this website, then it also shows you from a great perspective.

So, what would be my reason to believe in you and your product/service?

Alright, what’s next?

The next step would be explaining what will happen after the payment.

That’s everything about the fast shipping, cashback, future sales, great customer service, and guarantees.

You should understand that your product isn’t just a product. Apple doesn’t just sell iPhones, it builds a vision of a great product in your head.

When you buy an iPhone, you understand that the packaging will be the best in the world. You understand that you've got a 1-year guarantee, and you understand that you’re more integrated into the whole ecosystem than ever before.

Let’s take our previous Porsche dealership as an example. When you buy a car, you understand that everything will be great from the beginning to the end. That’s the power of answering the question, “What’s next?”

This part is pretty crucial for anyone who wants to give their customers the best experience.

And what if I’m not ready?

You’re spending half of your day showing and talking to the client, but he’s just not ready for it. But why?

Sometimes, it’s because he just doesn’t have any money for now. And everything that you can do in that case is to offer something else or get his email for future sales.

Sometimes it’s because he’s really not interested in you and your product. And that is mostly your problem. You either haven’t put enough value into his eyes or he’s just not your target audience.

If he’s not your targeted audience, then your marketing doesn’t work quite as well as it should.

In the utopian world of marketing, the only people who will come to you are the ones that are targeted. We’re living in the real world and need to always search for a way to get as close as possible to this utopian state of the world.

Again, if a client isn’t interested in your product or doesn’t have money, you can still get something from him. Get an email, ask for feedback, get a phone number, or offer him some other options that would meet his requirements.

So, keep in mind that you won’t be able to get all the potential clients to buy your product, some of them will leave you with nothing. And the best thing you can do in that case is to not fall apart and search for new ways out!