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.