042 | What To Do When Your Client Says I Don't Know
b'Have you ever been talking to a potential client and asking questions, only to have them say they didn\\u2019t know the answer? What was your response - did you think they were telling the truth or just trying to get out of answering the question all together?\\n\\nOn today\\u2019s episode of Grow My Revenue I\'ll be talking about the three possible reasons you may hear "I don\'t know" and what to do in this exact scenario. I\'ll also be giving you the ideal formula to use case studies to create third party validation, why no doesn\'t mean no for all time, and much more on this show!\\n\\nListen to this episode and discover:\\n\\nHow can you tell quickly which opportunities are the right ones for you?\\nWhat to say if you\\u2019ve discovered you\\u2019re talking to the wrong person in an organization.\\nHow can you peak and retain a potential client\'s interest?\\nWhat are the common pitfalls most companies make with case studies?\\nHow do you use case studies to their greatest impact?\\nAnd so much more\\u2026\\nEpisode Overview\\n\\nImagine this setting: you\'re talking to your client and are using the same side selling approach. As you continue to talk you get to the issue and impact components when the potential client says they have no idea of the impact this issue is having on their organization.\\n\\nWhat do you think is really happening here? Do they actually not know the answer or is there something else at play? The truth is there are three reasons they\\u2019ve told you they don\\u2019t know.\\n\\nThe first is they really do not know the answer. They may not have thought about the impact of this issue before so they don\\u2019t have that information and they genuinely don\\u2019t know.\\n\\nThe second reason is they do not trust you with the answer. It\\u2019s possible you haven\\u2019t built up enough of a rapport with them and they don\\u2019t trust you with this information. They think if you know how impactful this issue is in their organization you will raise your rates because you know they need you. As a result they become guarded and don\\u2019t want to give you the information.\\n\\nThe third reason is they don\\u2019t want to look ignorant to you. They think they know the answer but aren\\u2019t totally sure so they\\u2019d rather say they don\\u2019t know then give you wrong information and have to correct themselves later.\\n\\nOn today\\u2019s episode I\\u2019ll explain how you can find out which of these reasons applies to your potential client, and how you can respond based on the reason behind their answer. I\\u2019ll also explain how to tactfully find out if you\\u2019re talking to the wrong person with the organization, and what to do if that\'s the case. Also on this show I give the effective way and not so effective way to use case studies to create third party validation.\\n\\nDiscover more at http://www.growmyrevenue.com/business-cast/'