At The LeverEdge, we’re dedicated to empowering water quality professionals with the tools and techniques they need to achieve success in their markets. In today’s post, we’re going to be addressing the topic of new customer interaction. We’ll do this by looking at five key questions that are important to ask before engaging with a new water treatment customer.
Win More Sales with Better Questions
Even though every customer wants clean, better-tasting water, no two are the same. Needs vary, water usage varies, and perceptions about water quality run the entire spectrum. So, it’s important to maintain a consultative approach with each and every new water treatment customer you take on.
Question #1: What have you done in the past to treat your water?
This question gets the customer to share their experience with competitive products, giving you a good idea what they already know about water so you’re not wasting time with needless explanations.
Question #2: What do you think will happen if you don’t take action to improve your water quality?
It’s helpful to ask this question because it paints a picture for the customer about how bad things could get if their water is neglected. While you’re not trying to sell with fear, you are trying to keep the customer’s expectations realistic.
Question #3: Who have you dealt with in the past to address your water quality?
This question relates to question #1, as it specifically gets the customer talking about your competitors. If you know your competitors as well as you should, you’ll be able to address the reasons why working with you is a better choice.
Question #4: What is most important to you when it comes to water quality?
Surprisingly, many new customers will answer this question with the word ‘cost’. They just want the cheapest option. Use this as an opportunity to sell value and not price.
Question #5: What is your timeline for making a decision about your water treatment system(s)?
Any question that gets a customer thinking about their calendar is very powerful, because it helps to time-bind the sale. You’ll be able to use their answer to this question at a later date when the time comes to schedule installation or service calls.
And there you have it. Use these five questions whenever you engage with a new customer, and watch your conversion rate rise with every interaction.
As always, if you’re looking for fresh, effective ways to build your water business, contact the LeverEdge today.
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