{
  "$type": "site.standard.document",
  "description": "Starting every sales call with ‘How can I help?’ gives leads space to share the real problem before you pitch — and leads to better-fit projects.",
  "path": "/articles/ask-this-question-on-your-initial-sales-calls/",
  "publishedAt": "2021-02-12T01:01:49.000Z",
  "site": "at://did:plc:jznynyzgerlqmdbbj33o7wfs/site.standard.publication/3mnll3icujb2z",
  "tags": [
    "Getting Clients"
  ],
  "textContent": "“How can I help?”\n\nThat’s the first question I ask my leads when we speak on the phone. I ask the question, and then I shut up and let them talk.\n\nWhy start with that question? Because before you start talking about yourself or asking them more specific questions, you want to let them share where the pain is. Let them drive for a moment.\n\nPlus, It might be that your current understanding of their problem — communicated through a few short sentences in an email or your lead intake form — isn’t 100% correct. They might have shared the tl;dr gist of the problem (e.g., “We sell widgets. We need more traffic.”) but the actual problem (and how they need your help) is… more complicated.\n\nBy starting with ‘How can I help?’, you’re giving them space to share more.\n\nPast that? I have another ~9 questions I like to ask on my initial calls. These questions help me understand the client’s problem and fill in the blanks I need to propose the next step or prepare a quote.\n\nIf you want to level up your initial calls, you should check out the Initial Call Script (https://gumroad.com/l/initial-call-script). Inside you’ll learn:\n\nThe 10 questions you should ask\nHow you can get great at asking questions\nThe exact words to say if a lead is a bad (or good) fit\nHow to interview your leads like a confident consultant\n\nHere’s that link again: https://gumroad.com/l/initial-call-script\n\nExcelsior!\n\nKai",
  "title": "Ask this question on your initial sales calls"
}