Why this question escapes most web developers who are putting together proposals for prospects, I don’t know.
It’s a critical aspect in understanding what you’re doing for the the prospect and why. If you know the answer, and if you don’t then you shouldn’t be in business, then your job of pitching and winning new business should be very, very easy.
Why Should The Prospect Do Business With You?
That’s it – why should the prospect do business with you?
Simple question, huh?
When analysing what your prospect needs and wants, this ‘golden question’ needs to be in the back of your mind.
Generally speaking, clients don’t buy a web site from us.
They’re buying a tool to generate more profits from their business because they want something like:
- a holiday
- a new car
- a bigger nest egg
Your prospects are in business. They want to make money.
Tell them and demonstrate to them exactly how you will help them make money should they do business with you.
You see, the golden question leads to the golden answer. The answer that will make you money.