There is an old saying, “Ask and ye shall receive.” The problem is most of us are conditioned not to ask, and that is costing us opportunities.
Think of it this way: What do you do when someone asks you for help?
If at all possible, you’re inclined to do so. It’s human nature.
And that can be one of your greatest leverage points in sales.
I’ll call it the “If You Were Me” business development strategy, and it’s based on a simple premise: your prospects and clients have the information that will help you find more opportunities… if you ask them.
And that’s the key: they’ll only tell you if you ask.
Assuming they’re happy with your work…
“If you were me, how would you find out about other projects related to what we offer?”
“If you were me, who else in your network could we talk to and could you facilitate a discussion?”
“If you were me, how would you go about meeting your peers in other divisions?”
That’s it.
Be genuinely curious and invite the other person to think on your behalf. It feels natural. It’s not pushy. And it works because people love solving problems, especially when they’re asked respectfully.
These questions give your prospects and clients permission to share information they already have. Information that points you toward your next opportunity or moves a deal forward.
Most business owners and salespeople are sitting on a goldmine of intelligence inside their existing relationships. They just never ask for it.
Four words. Low risk. High return.
Try it this week.
