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The 5 Why's Prospect: I need a designer ... Why? Prospect: Because my website is ugly and I want it to look beautiful. ... Why? Prospect: Because a beautif
by Felix21 13y ago
The 5 Why's
Prospect: I need a designer
... Why?
Prospect: Because my website is ugly and I want it to look beautiful.
... Why?
Prospect: Because a beautiful website give me more credibility with my customers/audience
... Why? Why do you want credibility?
Prospect: With more credibility, I can close more customers and charge each client more.
... Why? Why would you want to charge your clients more?
Prospect: Duhh, so I can make more money.
...There it is!
The saying goes that after you ask 5 why's you'll get to the root or the core reason why your client wants what you're offering.
If you can show that what you're selling will satisfy this often unspoken desire, then you'll make the sale.
The 5 why's is a good way to find out what this desire is.
Bob already knows what his clients desire... Can the same be said of you?
- ronaldx 13y agoI'm sure I don't want to stop on "make more money" as the fundamental answer to "why" - surely there are healthier, more basic motivations than that. Go on, ask one more "why"...
- Felix21 13y agoWhy? ... All jokes aside I'll ask 5 or 6 why's so I can get to the core motivations, but I wont go deeper than the 3rd or 4th why in my marketing otherwise you'll risk making your prospect sceptical and weary of your motivations.