“Why do you see me / my firm as the BEST OPTION?”
The first question was focused on the factor/s that prompts a qualified prospect to understand why they need something you do or offer.
This question is designed to help you learn what it is about you that makes an Ideal Client perceive you as the best source of the solution they’re seeking. In other words, why do Ideal Clients perceive you to be a Preferred Provider of the solution they’re seeking?
The first question dealt with a MACRO issue . . . what’s the problem or PAIN that makes your kind of service relevant or desired?
This question deals with a MICRO issue . . . what is it about you / your firm that, all things being equal, makes you appear (everything is perception, right?) to be the BEST OPTION to get the solution they want?
Again, knowing what makes you STAND OUT to the kind of people you want to attract (at your competitors’ expense, of course) will help you attract the attention of and response from people who can best understand, value and desire the beneficial difference you can provide with your problem-solving expertise and services.
This question . . . is all about you . . . it’s all about what tells an Ideal Client that YOU . . . are the best provider of the solution someone wants.
Learn what makes you BETTER than your competitors . . . as your Ideal Client sees it!