Are you afraid to ask this question?

I'm going to ask you something personal.

When’s the last time you asked a prospect why they didn’t do business with you?

You spent time preparing, set up a meeting, send the proposal, then, finally follow up with emails and calls. 

You don't hear anything back.

It's a painful experience, after putting in so much energy and effort.

It’s as if they disappeared into a black hole.

So we know it’s going to happen from time to time and for whatever reason you get no response. 

Here’s a quick hack to help you test what you’re offering. 

When you finally connect with the person, don’t try to resell them and continuously close them if they aren't interested. 

It all depends on the situation of course. If it's a no, then you can move on to the next person on your list. 

Just suppose, before you move on...

You do yourself a favor and ask a question that the timid won’t.

Why? 

Super simple right.

Don’t be silly about it. Ask them specifically why they either went in another direction or decided not to go forward with you. Remember, you can’t sell everyone on your solution.  

You’re asking why to figure out what areas you need to improve on.

I’m a curious soul, so asking questions is a part of who I am and what I do. 

Asking why someone chooses to work with you is just as important as why they didn’t.

Don’t be afraid of constructive feedback. 

They'll appreciate the question and their answer will help you in your future business adventures. Until next time, have a magical day.