If you want to do a better job of reaching prospects and crafting your message to turn them into customers, ask customers different questions:
- What was the problem you were having when you decided to hire us?
- What about what we were offering moved you from “interested” to “purchasing?”
- What was your biggest concern about giving your business to us when we first got started?
- Was there anything in your past history with another company that you were watching us for when we first started?
These questions will give you a better sense of the reasons that prospects buy from you and what they are most concerned about when they make that first purchase.