Following your greeting (see blog on greetings), it is time to set your intention. This is where you will let the opportunity know you are here to find out if their needs match what you are selling. If you can solve their problem. That’s it, it is that simple.
Yes, this is something you should actually state. You can do this in an email, on the phone or in person.
“My intention is to find out if we are the best venue for your daughter’s wedding”
This is not a shilling, or fancy sales technique. You are just playing matchmaker.
Can you match their needs to your service?
Opportunities love this direct approach. You are telling them you are here to solve their problem, and if you can’t – you will send them on their merry way. How refreshing!
Homework task 1: Write down your intention line, in as many ways you can think of!
Ok, so now that you told them your intention. It’s time to find out if you all are a match made in heaven or a big ol fat waste of time! And you do that by asking questions.
Qualifying questions time…asking the right questions to ensure they are the client for you!
What are some of your concerns?
How did you find us?
Why are you talking to me?
Are you the decision-maker?
When will they be making a decision?
(These should be specific for your service)
You should have questions that fall into each BANT Category. I suggest having 5 in each category. As different conversations and scenarios will need different questions.
Homework Task 2: Come up with 20 (yes 20) qualifying questions.
Few examples to get you started:
Budget example question: Are you trying to work with a specific price point for your venue? This will help me make the best suggestions on dates and spaces.
Authority example question: Who are you planning to bring with you to your site tour? Is there anyone else we want to include (zoom, facetime)? I love getting all deciding parties together to ensure I answer all questions and concerns.
NOTE – No one can sell your site like you can! The telephone game is deadly. Try to get decision-makers involved in your sales process.
Need example question: What are you looking for when it comes to your venue? Anything that you have come across in your search that has missed the mark in what you are hoping for?
Timing example question: When are you looking to secure your date and start your planning?