If you don’t hear a question loudly, it doesn’t mean it’s not there.
Did you ever want to know what goes inside your customers’ mind when offered your service or product?
Would it be useful for you to know not only that but also how to answer their unspoken questions?
Here are five questions I learned from Tony Robbins, that almost any person is going to think about before deciding on your product.
1. Do you have my best interest in mind?
Number one question and the most important one is whether you think about them or solely about your profit.
First, make sure that your customer truly is your priority –they will always sense that so don’t even try to fake it.
This is where your integrity lies.
Next, make sure you get to know them.
Who are they, what are they facing, what troubles them and how can you help?
Why are your customers important to you?
2. Will it give me what I want?
Don’t assume what your customers want or need – ask them.
Here it’s all about what your customers think your product represents, what it means for them.
No matter what you’re offering, there are going to be some that will think that’s good for them and some who won’t.
Your job is to figure out exactly what they want and see if you can give that.
Most of the time they won’t say they need a specific teaching program, toothpaste or a car.
Instead, they will say that they cherish self-development, think personal hygiene is essential and that they love the thrill of an adventure.
That’s what you need to look for.
3. Is it worth it?
Is your product or service worth the money, time and effort they need to invest?
The one question you can ask them is:
What would be the price if you don’t change anything?
Knowing their problems and things they’re dealing with is going to give you a significant advantage here.
So make sure to prepare.
4. What would other people say?
A lot of people would change many things in their life but are not doing it just because of the fear of what others will say if they do.
Telling them other peoples’ opinion won’t do much, because their close friend, spouse or kid is probably not ‘other people.’
What you can say is:
Think about how will this affect your close friends or family in LONGTERM.
This will give them an opportunity to think beyond the immediate consequences in the future where your service or product helps all of them.
5. Should I do/buy it now?
One great truth about buying a product is that people won’t do it unless they feel pressured to.
How many times did you say you’ll buy or do something, later and you never did?
Creating pressure doesn’t mean being harsh on them until they ultimately give in.
It means showing them the costs of waiting and the benefits of doing it now.
When I say benefits, I mean that thrill of adventure, not how fast the car can go.