Some clients (and potential clients) ask searching questions. Others give the impression of not being curious.
People who don't ask searching questions about our business make me suspicious & mistrustful - especially when we're talking about the prospect of doing business together.
So it was incredibly welcome to be asked:
"What the difference between your marketing approach and others in Cork?"
The question opened up the really important issue of "What value would I get from you that I wouldn't get from other marketing companies? Why should I go with you?"
That's always the unspoken question - and if it doesn't come out into the open naturally - it has to be put on the table - or we're wasting our time.
The question should come from the client side of the table - otherwise there's a risk the client will think we are presenting a prepared patter.
Today a new client asked us the big question. That's why I'm so pleased.
It gave us an opportunity to respond to his tone of voice, curiosity & urgency. We were able to offer a more meaningful answer at precisely the moment when he most wanted the conversation.