Can You Shut Up?
Last month, I was just leaving the office, when the phone rang. I picked up the phone; it was a company that I never heard from. John, not his real name, wanted me to quote for a large construction job.
What are you looking for?
He described fairly clearly what he needed, the cranes, the lift, the tanks...
That way, he did most of the talking, as I said: Hmm, yes, yes... as I wrote my notes, his requirements, the angles... Toward the end, before he even asked me for a quote, I asked the killer question:
What's your budget?
Then I shut-up, kept quiet, duck-taped my lips. I heard a breath then he gave me a figure that was reasonable. To which I replied:
That sounds reasonable, can I get back to you tomorrow morning with a detailed quote?
I ended quoting a slightly larger amount than his stated budget, with explanations of why. A few phone calls, emails and a week later, I was awarded the job to be shot in August 2008.
What made it possible?
- I asked the question: What's your budget?
- Shut-up until he answers.
- Can you do the same?