How to Ask for the Perfect Client

Is there a single question that can significantly impact a sales professional's approach? The answer is yes. This unique question, which I would describe as the “Perfect Client Cue” follows initial "Feel-Good Questions" aimed at building rapport.

The question is: “How would I know if someone I’m speaking with would be a good prospect for you?”  This key question comes from Bob Burg’s book “Endless Referrals” and my friend Alyson Roach provided a great summary of the book recently. Here is her take on it.

Why is this Specific Question a Game Changer?

1. Distinctiveness: This question sets you apart from other salespeople focused only on their own products. You show that you're interested in helping, which is both refreshing and universally valued.

2. Insight Gathering: The query prompts the other person to share specific indicators that can guide you in helping them. This tailored information is actionable and mutually beneficial.

Here’s the Rub

When it comes to networking and referral marketing we face two major stumbling blocks. We don’t know how to ask for introductions (referrals) and we don’t make it a habit to do so. 

In fact, we assume that when people know what we do, people will recommend us to others,  especially if we consider ourselves to be a nice, decent, member of society.  Wrong. 

How many people have you asked for help with an introduction this week (month). Be honest. If you don’t know, you are not tracking. “If you don’t ask you won’t get.”

Anyway back to a Case Example from the Book. 

Consider a conversation with someone who sells office copiers, like Gary. If you ask, "How can I identify a prospective client for you?" Gary might respond, "Look for offices with overflowing wastebaskets next to their copiers." This specific answer arms you with the criteria to identify valuable leads for Gary, thus creating a relationship based on mutual benefit.

If someone were to ask you the question "How can I identify a prospective client for you?", how would you answer? 

Conclusion

The “Perfect Client Cue” achieves two key objectives: it demonstrates a uniquely helpful approach and provides a clue (goodness knows we often need it) of who might be a  perfect client for that person. 

It lays the groundwork for productive, reciprocal relationships in any professional setting. And it sets you apart from everyone else they’ve spoken to at networking events. 

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