Getting More Truth from Prospects

We all want to cut to the chase with our prospects so we can understand their needs and whether we could be a fit. But as we know, open communication isn’t always easy in these early stages. Here are three tips to encourage truthfulness in your first meeting with a prospect.

 

1. Have an upfront frame. Share what's going to happen in your initial conversation. Tell your prospect that you'll be asking some questions. State what's going happen at the end. Providing a frame will help them relax and allow you to take the lead.

2. Come from a place of high intent. Clarify through your words, actions, and tone that you're looking to be helpful. You're merely seeing if there’s a fit—if yes, great, and if not, that's okay, too. If you truly embrace this attitude, you will come across as engaged and supportive; everyone can relax when your prospect senses you're not pushing for an outcome, but rather just having a dialogue to see if you can help. All in all, if you're more chill in this process, you’ll uncover more of the truth.

3. Ask open-ended, not closed-ended, questions. In other words, don't ask yes-or-no questions, e.g., “Are you the one who makes the decision?” or “Do you have a budget?” Yes-or-no questions will back your prospect into a corner. Instead, keep it open-ended: “Who else has a stake in the decision?” or “What are you budgeting for this?” Ask, then be quiet and truly listen to the answer—trust me, by opening that space, you will get more information about what's going on and who else you might want talk to.

These are simple ways to lay the groundwork for openness and truthful communication from the outset of your working relationship. Much more efficient, much more effective.

Onward.
Tom

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