When talking to your clients... what is your favourite question? Mine is :
"WHAT KEEPS YOU AWAKE AT NIGHT?"
It opens up the conversation as to what the client is going through. For example their:
- negative feelings
Whether any of these are real or "in their heads" is irrelevant as this is how they feel.
Knowing this, you can tailor your discussion to actively demonstrate how your products / services can reduce / remove these to enable them to move forward.
This principle can be applied to all businesses... large and small.... from roofing, to nursing homes, to makeup, to marketing, to IT support and more.
But remember never make promises of improvement you cannot achieve... integrity has to be at the heart of such an open discussion.