Qualifying customers is an important part of doing business but even more important is to make sure that you satisfy their needs, requirements, or desires and the best way to do this is to ask questions. Lots of questions, and more importantly ask ‘open questions’ so that they can discuss and communicate properly with you to advise you exactly what it is they are seeking assistance with.
Talk to your clients about what they need and what outcomes they are looking for. Do they need advice? In travel we work on the ‘who, where, what, why’ and this can apply to many services and industries.
Ask relevant questions so that you can offer a solution that suits the individual’s wants and needs—which may be completely different to what someone else may require.
Tailor everything to the individual, it really is all about them!