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Ask the Magic Question

May 13, 2010  

Is there a sure-fire way to generate interest from each and every B2B lead you contact? There sure is, says Neil Baron, writing at the Fast Company blog: Just ask the Magic Question.

"The Magic Question is that one question you need to ask to get the prospect to say 'please tell me more,'" Baron explains. "The trick is to generate curiosity quickly."

A typical Magic Question, Baron says, starts with a story that takes this form:

  • "My company has developed (a new product [or service]) that has helped (a leading company in the customer's industry) achieve (the following important business benefits).

It then "goes in for the (sales) kill" by asking:

  • "Would you like to learn how we did it?"

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