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10 things your customers are concerned about

You are sitting in a client meeting and don't know why the customer can never decide. You've told him/her everything! You've done everything to prove that you are the right person for this task– at least that's what you think.
Yet he/she sits there with a nervous smile and squirms.
Let's take a look inside the head of your customer and see what happens there:

10 things that your customer is concerned about:

1. I wonder if they can really explain things to make me understand if we start working together.
2. Do they really listen to me or do they just use a standard solution?
3. I wonder what companies they have worked with in the past and what they think.
4. I wonder if they have an education that is relevant specifically to help us.
5. I wonder if they are objective so that they won't try making extra money by pushing us in a particular direction.
6. I wonder who will do the actual work. Is it the nice woman we met or is it someone we haven't met yet and how will it go?
7. I wonder how we will be able to follow the process along the way.
8. I wonder what it will cost us in the end.
9. I wonder what happens if I'm not satisfied.
10. I wonder about the time they promised that it will take - will they actually keep that deadline?

Now the question is - how good are you at taking care of these concerns directly during the meeting? It's your own behavior that will make the difference between “Ka-ching” and “Bye bye”!

About the author

Stefan Ekberg has worked in marketing for small business for 20 years and has written around 30 books on how small business owners can market themselves with limited resources. . In 2012 Stefan was nominated as Entrepreneur of the Year in Stockholm.

230 000 prescribes to his free newsletter "The 5 minute marketer"
Every week some 230,000 prescribers gets his free newsletter about 5 minute marketing.

"The 5 minute marketer" - the book
You run a small business and you want to get ahead of the competition, but how can you give resources to marketing when you're short on time and the budget is tight? The solution is here! The 5-Minute Marketer is packed with 395 tried-and-tested ways to market your business in 5 minutes or less.