Intriguing Sales Questions
Would you want to learn more about the potential I believe [prospect’s rival] is overlooking?
I observe that [prospect’s firm] employs [X approach]. Why?
I’ve seen that [prospect’s firm] isn’t investing in [Y area]. What’s the harm?
Is [prospect’s boss] concerned about [future difficulty or opportunity]?
Do you want to speak with [expert inside your firm] about [prospect’s business focus]?
Have you thought about attempting [X technique]?
Should I reserve you a [seat, ticket]?
Ending your initial email to a prospect with a question engages their mind, showcases your subject matter knowledge, and helps start off a meaningful dialogue.
Perhaps most crucially, it enhances the recallability of your message. According to the Zeigarnik effect, individuals focus on incomplete activities, thus leaving a question hanging in your prospect’s head leads them to think about your email long after they’ve seen it.
What questions should you ask potential buyers? That’s an excellent question. These seven choices can assist you in concluding prospecting emails on a high note.
7 Questions to Ask in Sales Prospecting Emails
1. Would you want to learn more about the potential I believe [prospect’s opponent] is overlooking?
Nothing excites me more than competitive intellect. The buyer isn’t sure whether you have genuine insights to provide, but they’ll want to speak with you to find out.
Citing another player in your prospect’s area also demonstrates that you aren’t winging it, since this email could only apply to them.
2. I’ve seen that [prospect’s firm] employs [X approach]. Why?
Not only will you acquire useful information about why the consumer is taking a certain strategy, but you’ll also make them question whether you know of a better alternative.
3. I’ve seen that [prospect’s firm] isn’t investing in [Y field]. What’s the harm?
This is a variant on question #2. The reaction will inform you if your prospect is unaware of the opportunity, is unclear how to capitalise on it, or lacks the resources to take action.
Whatever the answer, you’re in a fantastic position to assist. Demonstrate that the possibility is worth their attention by assisting them in developing a strategy or demonstrating how your solution makes it significantly easier to execute.
4. Is [prospect’s boss] concerned about [future difficulty or opportunity]?
Use LinkedIn to find out who your prospect reports to (or to whom their boss reports). Investigate their top efforts — whether they made a blog post about their current emphasis, spoke at a webinar about their success in a certain field, or belong to a speciality group.
Make use of this information to build your enquiry. If you can assist your prospect in impressing their employer, they will be eager to learn more.
5. Would you want to speak with [an expert inside your firm] about [the prospect’s business focus]?
Offer to put your receiver in touch with an inside specialist. If she works in Sales Operations, for example, you might write: Our Sales Ops senior manager just designed a new lead scoring software from the bottom up. Do you want to speak with him about Clearize’s lead score strategy?
You’ll instantly stand out from the other salesmen vying for her time to speak about their product since, unlike them, you’re offering value from the start.
Of course, you won’t be able to do this for every sale, so keep it for key accounts and difficult-to-reach prospects.
6. Have you thought of attempting [X technique]?
If you know of a simple solution for your prospect, provide it in your first email. They’ll feel beholden to you for your assistance, which will put the connection on a solid basis and make them more likely to listen to your future proposals.
Do you want to know what this would look like in practise? Assume you’re selling an event hosting platform. Your prospect hosts two or more events every week, but you’ve observed that he doesn’t market them beyond email. Have you thought of promoting your webinars on Twitter? With less than $500 in sponsored tweets, one of my clients more than quadrupled attendance.
7. Should I reserve you a [seat, ticket]?
My colleague got an email informing him that a webinar he may be interested in had reached capacity. The salesman inquired whether he wanted her to reserve him a seat.
Although my colleague had not intended to attend, seeing how popular the webinar was changed his mind.
Use this query to arouse your prospect’s dread of missing out. You don’t have to make the offer regarding a webinar; you might ask if they’d want a seat reserved in your organization’s networking event, online community, conference, workshop, or anything else.
Once you’ve formed the connection, you may discover more about the buyer’s wants and concerns and tailor your proposal accordingly.