What to do if the prospect doesn't know they have a problem...
"What do you do if the prospect doesn't know they have a problem?"
Let me tell you what you can't do first.
You can't just tell them they have a problem.
Just like an addict, you can't just tell them they need to get help... sound familiar Scott Leese? (No I'm not calling Scott an addict, calm down)
Your goal has to be to make them aware of the IMPACT that the problem is having.
You do this by getting them to ask themselves or their team members they haven't before.
"When's the last time you check on ________"
"When's the last time you _________?"
"How are you able to do _________ right now?"
"Do you know how your team is doing __________?"
"If you're doing ___________, then __________ might be happening for you. Is that the case?"
"Here are 4 things to check on with ___________, if all is good, let me know, if not, we should maybe chat"
"Can your team/company do __________ like __________"
It's getting them to be aware there might even be a problem, first.
Then, and only then, can potentially share the impact of what that is.
You can't tell me you can 30x my ______, if you don't know what my _____ is!
New Term - ABP
Awareness Based prospecting.
Yep just made that up, we'll see if it catches on.
I hope so.