Why we should not say the word, "Why."

30 October 2022

The word "why" brings back bad memories. When we made a mistake as a child, our parents always asked us, "Why did you do this?!!" Well, we just made a mistake, that’s all. That was an unpleasant experience.

We ask prospects, "Why do you take out that investment?" Our prospects get flashbacks to their childhood. They become defensive. They feel like we are probing for sales leverage.

We can make this experience more pleasant for our prospects by:

1. Telling our "why" first.
2. Changing the wording of the question.

Here is an example of using these two steps.

"I decided to start looking for an investment with a better return than the bank, when I found out how tiny the return the bank was offering, what made you think about meeting today?

We still find out the same information, but in a less threatening way.

An easy way to prospect.

Don’t have much time? Don’t get out much? Afraid of approaching strangers?

Try this safe approach.

Simply send three "thank you" notes a day.

First, these notes can be a card, a letter, or even a postcard. Just thank someone for something. Maybe they gave good service, remembered our name, or took the time to help you.

Second, realize that everyone feels great when they get a "thank you" from someone. So, if we make three people a day feel great, they will remember us fondly. This makes prospecting easier.

And third, this activity doesn’t take long. We could do it every morning before starting our day.

So, let’s stand out from the crowd and make more people appreciate us. Send a "thank you" note today. This is a great way to guarantee fresh prospects three months from now.

And yes, this could be a great way to follow up with those prospects who didn’t commit immediately.

Humour

HUMOROUS SIGNS

A sign in a shoe repair store:

"We will heel you; we will save your sole, we will even dye for you!"

At an Eye Clinic:

"If you don't see what you're looking for, you've come to the right place."

In a Non-smoking Area:

"If we see smoke, we will assume you are on fire and will take appropriate action."

On a Maternity Room door:

"Push. Push. Push."

At a Car Dealership:

"The best way to get back on your feet - miss a car payment."

At the Electric Company:

"We would be delighted if you send in your payment on time.

However, if you don't, YOU will be de-lighted."

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