The Power of Asking

The Power of Asking

June 8, 2007

The Power of Asking
7 Ways to Boost Your Business
by Jack Canfield

The gift called “asking” has been around for a long, long
time. One of life’s fundamental truths states, “Ask and you
shall receive.” Kids are masters at using this gift, but we
adults seem to have lost our ability to ask. We come up
with all sorts of excuses and reasons to avoid any
possibility of rejection.

Yet the world responds to those who ask. If you are not
moving closer to what you want, you probably aren’t doing
enough asking. Here are seven asking strategies you can
implement in your business (and in life) to boost your
results:

1. Ask for Information

To win potential new clients, you first need to know what
their current challenges are, what they want to accomplish
and how they plan to do it. Only then can you proceed to
demonstrate the advantages of your unique product or
service.

Ask questions starting with the words who, why, what,
where, when and how to obtain the information you need.
Only when you truly understand and appreciate a prospect’s
needs can you offer a solution.

2. Ask for Business

Here’s an amazing statistic: after giving a complete
presentation about the benefits of their product or
service, more than 60 percent of the time salespeople never
ask for the order! That’s a bad habit, and one that could
ultimately put you out of business.

Always ask a closing question to secure the business. Don’t
waffle or talk around it—or worse, wait for your prospect
to ask you. No doubt you have heard of many good ways to
ask the question, “Would you like to give it a try?” The
point is, ask.

3. Ask for Written Endorsements

Well-written, results-oriented testimonials from highly
respected people are powerful for future sales. They
solidify the quality of your product or service and
leverage you as a person who has integrity, is trustworthy
and gets the job done on time.

When is the best time to ask? Right after you have provided
excellent service, gone the extra mile to help out, or in
any other way made your customer really happy.

Simply ask if your customer would be willing to give you a
testimonial about the value of your product or service,
plus any other helpful comments.

4. Ask for Top-Quality Referrals

Just about everyone in business knows the importance of
referrals. It’s the easiest, least expensive way of
ensuring your growth and success in the marketplace.

Your core clients will gladly give you referrals because
you treat them so well. So why not ask all of them for
referrals? It’s a habit that will dramatically increase
your income. Like any other habit, the more you do it the
easier it becomes.

5. Ask for More Business

Look for other products or services you can provide your
customers. Devise a system that tells you when your clients
will require more of your products. The simplest way is to
ask your customers when you should contact them to reorder.
It’s often easier to sell your existing clients more than
to go looking for new ones.

6. Ask to Renegotiate

Regular business activities include negotiation. Many
networkers get stuck because they lack skills in
negotiation, yet this is simply another form of asking that
can save a lot of time and money. All sorts of contracts
can be renegotiated in your personal life, too, such as
changing your mortgage terms and rate. As long as you
negotiate ethically and in the spirit of win-win, you can
enjoy a lot of flexibility. Nothing is ever cast in stone.

7. Ask for Feedback

This is an important component of asking that is often
overlooked. How do you really know if your product or
service is meeting your customers’ needs? Ask them, “How
are we doing? What can we do to improve our service to you?
Please share what you like or don’t like about our
products.” Set up regular customer surveys that ask good
questions and tough questions. It’s a powerful way to
fine-tune your business.

How to Ask

Some people don’t enjoy the fruits of asking because they
don't ask effectively. If you use vague language you will
not be clearly understood. Here are five ways to ensure
that your asking gets results.

• Ask Clearly

Be precise. Think clearly about your request. Take time to
prepare. Use a note pad to pick words that have the
greatest impact. Words are powerful, so choose them
carefully.

• Ask with Confidence

People who ask confidently get more than those who are
hesitant and uncertain. When you’ve figured out what you
want to ask for, do it with certainty, boldness and
confidence.

• Ask Consistently

Some people fold after making one timid request. They quit
too soon. Keep asking until you find the answers. In
prospecting there are usually four or five “no’s” before
you get a “yes.” Top producers understand this. When you
find a way to ask that works, keep on asking it.

• Ask Creatively

In this age of global competition, your asking may get lost
in the crowd, unheard by the decision-makers you hope to
reach. There is a way around this. If you want someone’s
attention, don’t ask the ordinary way. Use your creativity
to dream up a high-impact presentation.

• Ask Sincerely

When you really need help, people will respond. Sincerity
means dropping the image facade and showing a willingness
to be vulnerable. Tell it the way it is, lumps and all.
Don’t worry if your presentation isn’t perfect; ask from
your heart. Keep it simple and people will open up to you.

© 2007 Jack Canfield

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