Inner Circle Sales Lesson #3:  Why You?

This is a great question. And when you are asked this question, your eyes should light up. It is your turn to shine. But this is not often the case. Most people respond to this question with an inane response like, “Because we give good service.” Or, “Because we have been in business for 345 years.” Or, Because we care more about you than your current agency.”

All these responses and the bazillion others are nonsense.

“Why should I do business with you?”  Give me something I can believe in.

http://www.youtube.com/watch?v=SQsu2k_bfbA

“That’s a very good question. I’m glad you asked me that.”

Before we go any further, I want you to memorize this response word for word. It consists of eleven words. Go ahead. memorize them. Do it.

“That’s a very good question. I’m glad you asked me that.”

Why glad? Because you now have someone’s attention, and you can now make a positive impression with a potential new client. This is HUGE!

Think about it. If you tell me what YOU think, I have every reason to discount whatever comes out of your mouth. Nobody really cares what YOU think. After all, you are expected to think highly of yourself. (And I hope you do.)

Therefore, let’s flip the logic. Tell me what my peers think of you and why THEY have selected you as a service provider. I will give that reasoning a chance as long as I can identify with your satisfied customers. It will sound like this.

“That’s a good question. I’m glad you asked me that. The last two (honeymooners)(small business owners)(college students)(etc) chose us as their service provider because they found us to be x, y and z.”

You might also want to add at this juncture, if you are feeling good the following.

“I am pretty sure we can provide you with the same benefits. May I ask you a few questions?”

Okay. So these are my words. The key is to not simply utter your personal beliefs. Answer the question with the honest and truthful feelings of your current satisfied clients.

But you may not know why your current satisfied clients do business with you. Most people don’t. So, why don’t you ask them? Then you will know once and for all, and you won’t have to make anything up.

If you are scared to ask your clients this question, it may serve as a clue that you are not “blowing their doors off” with good service. This gives you something else to think about.

EXERCISE:

Read my Special Report titled Why Should I Do Business With You?