Can you answer the question, “Why you?”
When I interview insurance agents for my clients, I always ask this question at some point of the conversation. The answers vary greatly. Most agents will talk about what they do, the services they provide, the years in the business, blah, blah, blah…
The same thing seems to happen frequently in any business conversation. The “why you” question is a good one. But, it means you haven’t built up enough credibility yet to make them take the leap of faith.
The next time you are asked this simple question, instead of rattling off the things you do or the services you provide, deluge them with value . Things like:
- Improving profit margin
- Minimizing risk
- Increasing sales
- Improving market reach
- Enhancing reputation
- Saving time
- Improving efficiency
Your prospect only cares about what’s in it for them when choosing someone to work with. Don’t tell them what you do – provide them with the reasons they can’t be without you!
© 2010 Dan Weedin. All Rights Reserved
© 2010 Dan Weedin. All Rights Reserved
