When you talk to prospects, try to ask as many questions as possible. You can use the FORM approach.
Family: children’s achievement, extracurricular activities How many kids do you have ? Boys or girls? How old are they? Which school do the go to? What sports/instruments do they play? What does he/she want to study in college? How is your savings for their tuition?
Occupation: Ask the following questions What do you do? How long have you been doing that ? How is that working for you? Do you see yourself retire from here? Do you keep your options open?
If you have more time, you can also ask: What got you started in that industry? What do you like most about your job? Any aspect you don’t like about your job? How is the stability of your work? (The energy industry is layoff, how about your company?) How early do you have to leave to beat the traffic? Is your profession affected by the economy? Do you think it will be better in 6 months to a year? Would you be happy to do exactly what you are doing for the next 20 yrs?
Recreation: hobbies, volunteering work, activities: What do you like to do in your spare time? Do you have time to do that? What activities their children are involved in? What will you like to do if you have lots of free time?
Message Hey, prospect, I enjoyed talking with you! I see that you really dislike your job and having to put your kids in child care. I may have a way to help you. My manager is very busy. But I can try to book a time for you to see him. When is normally a good time for you, week days or weekends?