How to Ask for the Business

Even in workshops when practicing how to close a pitch, people have trouble asking the prospect for business.  It’s just one of those things people hate to do.

But, if you don’t ask, then the answer is no. Some people start babbling.  They ask for the business but then keep chatting.  After you ask, stop talking.  It obligates the other side to respond.

Find a way to ask that is comfortable for you to say and then rehearse it.  For example, an ask can be: We enjoyed putting this demo together. Of course, we’d love to do real work for you. How do we go about doing that? Or, How do we move this conversation forward so that we might have a chance to work for you?

Ask and you shall be rewarded.

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