Questions to Ask to Determine How Serious Your Prospect is About Buying
At your next trade show, ask these questions to determine a prospect’s actual interest in buying.
On the trade show floor, you are bound to meet many people who express an interest in the products or services you are selling. However, before you invest time and effort attempting to close a deal, you need to determine a prospect’s actual interest in buying. Here are some of the questions you should ask to see how serious they are about closing with your company.
“How have you attempted to overcome this challenge in the past?”
Prospects will often try to address their issues internally before seeking assistance from outside sources. If the buyer’s problem is relatively serious, they will be able to tell you at least one strategy they have tried. From here, your follow up question should be “how did that work out for you?” Based on this answer, you can determine how dire the client’s needs are. If their strategy was completely ineffective, they will be more likely to turn to your company’s products and services to get the job done.
“Why is this a priority now?”
Market trends and approaching deadlines are often the strongest catalysts for companies seeking outside products or services. If a prospect names one of these reasons for seeking out your business, you know that their desire to buy is pretty serious. If the prospect responds that they are checking out your company because it is the slow season or because they were merely curious, you should be more skeptical about their willingness to change.
These are some of the best questions to ask to quickly determine how serious a prospect is about using your products or services. However, speedily closing deals isn’t the only thing you need to worry about at your next trade show. It’s also important that you draw potential clients in with a compelling trade show booth. For assistance with designing and building a custom trade show display for your business, contact the experts at David Torres productions today.