Happy early Easter everyone!
I met Ed Gandia back in 2006 when we worked together for a software company. I was in sales and he wrote copyright for the firm.
He’s been a wonderful friend and mentor from afar the past several years.
His LinkedIn profile is: https://www.linkedin.com/in/edgandia/ and is a master at what he does.
He wrote an article recently and here are the highlights:
Sometimes instead of doing proactive outbound prospecting, we get incoming inquiries from prospective clients.
Regardless of how they found you, here are two important questions to ask them:
“How did you find out about me?”
(Usually, you can uncover motive or intention with this question.)
If you get a vague response, follow up with “What made you reach out to me in particular?”
Flush it out, figure out why the heck they decided to stop what they were doing, reach out to you and seek your help and expertise.
1 of these 2 questions should help uncover the real prospect’s reason for reaching out to you.
I’m Ray Ruecker with Connect 5000.