Prospecting for Business? Is it the best return on your time

I have this habit you see – not sure where it originated, but at times it’s been really useful and at times – well – the opposite.

It wasn’t until…

One of my guests told me I was doing it – I noticed how often I’d done it in the past.

So enough…

Here’s what I was doing. I was using superlatives in every question I asked!

Question: What’s the BEST thing you ever learned?

Question: What the WORST failure you ever experienced?

Question: What the INTERESTINGEST book you ever read? (I didn’t actually use the word ‘interestingest’ but it had a nice ring about it – in the rhythm of 3s didn’t it?)

And perhaps…

I could have asked:

Question: What are the 3 traits you believe great leaders have?

Question: If you were to recommend 4 books which you think everyone should read – what would they be and why those?

However…

There was a time when I asked someone a question, including a superlative, which taught me a profit-making idea I might not have discovered otherwise.

And here it is…

One day, some many suns ago – I was chatting with a car salesman. We’d done the deal. I was the buyer, he was the seller and we were getting along pretty well. Exchanging ideas, thoughts, even selling methods once he knew I had a fascination for business success.

And it was…

In that conversation he mentioned an idea to me which had me reaching for my ubiquitous notebook and pen. Just 5 words but “oh, what an idea!”

This is…

What he said: “Scratch ‘em – when they itch!”

Oh so obvious, oh so plain to see, oh so unseen by so many – including me before the moment of revealing.

“Scratch ‘em – when they itch!”

Now…

For the car salesman this meant – when a previous car buyer was reaching the stage when they’d be considering changing their car – it would be the time to make contact again and let them know what was on offer.

For true professionals – they’d be maintaining regular and unconditional contact – but the idea still holds true.

And so…

I was wondering if you might just know when your clients or customers are about to ‘itch’ and whether or not you’re poised to scratch ‘em.