“But Mitch, I can’t even get that far. They just want a price. What do I do now?” Well, if they’ve asked for price a second time then you better give them a starting price to see if you’re even in the ballpark. Maybe you're not in the ballpark. That’s OK. At least you're not wasting their time or yours. Now, you can argue that sometimes you'll convert people. Yes, you can. But as a consumer I’d at least want to know a starting price or a range for the services or products, just to give me an idea.

The key is to put yourself in your potential client’s shoes. Most the time they ask for a price because they have no idea what else to ask. Think about a situation you might walk into where you’re buying something that you don't really know anything about. What would you ask first? “How much is it?” Of course you would. You don’t know any better. Neither does your client. So stop penalising them by having them listen to your spiel or read through a bunch of garbage that may or may not relate to what they want.

How To Engage Your Clients

If you want to ask your clients better, more emotional questions, they key is to engage...


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