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A prospect in Denver asked me how many "butts in seats" my agency had, and I still think about it
I was on a Zoom call about 8 months ago with this guy named Rick who ran a small landscaping company out in Denver. He wanted help with his site and his ads, pretty normal stuff. About 20 minutes in he leans back and asks me, dead serious, "So how many butts in seats do you actually have?" I had no clue what he meant. He goes, "Like employees. Real ones. I don't want some guy in his basement running my whole operation." I told him we were a team of 4 and he just nodded real slow like he was doing math in his head. Then he said "four is fine, I just needed to hear you say it out loud" and we closed the deal right there on the call. Looking back it was the best question any prospect has ever asked me and I had zero prep for it. Do any of you get weird gut-check questions like this from small business owners? How do you answer them without sounding like you're reading a script?
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the_brooke12d ago
Wait, so this guy almost walked away over a headcount question and you're calling it the best question ever? Sounds more like he was just fishing for a reason to trust you, not some deep business lesson.
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