An important question to ask a prospect, part 1

Here’s a question you should ask any person who comes to do business with you that you don’t know. In other words a new prospect.

What’s the question? “How did you find out about us?”

Now why is it important to ask that question? Well, very simply it helps you establish where your new customers, your new prospects are coming from. Whether your advertising is working or not.

Regrettably most people in most businesses don’t ask the question. So how the heck do they know where they should be investing their advertising dollars?

So, every time you have a new customer, you smile and at some stage politely say, “Tell me, how did you find out about us?” Now, if they’re coming because your advertising on the radio is working, then what should you do? Spend more money on advertising on the radio. If your newspaper ad is working, spend more money. After all if you spend $100 or $1000 on advertising and it makes you $10,000 worth of profit wouldn’t you be prepared to spend even more?