An excerpt from the book Creating Connections – 31 Days To Building Stronger And Deeper Relationships
Week 2 Day 10: Ask Great Questions
“Great questions are constructed in a way that brings you and your client to a mutually beneficial outcome. ” ~Mitch
Asking great questions unlocks the opportunity to truly connect with your clients on a deeper level and allows you a greater understanding of how you can help them. That’s all a sale is: find a need and fill it. Great questions of your client are NOT yes or no questions. Great questions are designed to get the client to THINK. They are designed to get YOU to think about how you can truly help your client. Great questions are constructed in a way that brings you and your client to a mutually beneficial outcome.
Let’s look at some great questions you can ask of your clients to truly help them get what they want out of your services or products, or maybe just connecting them with someone else who can help them.
Who? First…who are you? When you are first greeting your clients it is imperative that you make a proper introduction. It’s my firm belief that to put your client at ease you direct the conversation first, giving your client an opportunity to get acclimated to their surroundings of your first greeting. Share your story with what brought you to providing your service or product to them and why you do what you do. If you are not in a sales situation, share your story of how you think you can help them. What’s that backstory?
Next, who are they? Who else do they see using this product or service that you could provide them with? Who else is helping them in their process of choosing your product or service? Who do you know that may be able to serve them better?
What? What do they do? What are they looking to get or gain out of your product or service? What would/could their future look like with your product or service? What other needs might they have that you could help steer them towards? What problem do they need solved that you might be able to help them with?
Where? Where are they from? Where do they see themselves using your product or service? Where did the inspiration come from of them deciding that they may need your product or service? Where else could you direct them if you are unable to help them with their specific problem?
When? When did they decide that they might need your product or service? When do they see themselves purchasing your product or service? When might they use your product or service? When might they need further assistance with a similar product or service?
Why? Why did they decide to meet with you? Why did they decide to consider your product or service? Why would they want your product or service?
How? How do they see you helping them? How do they see themselves benefitting from your product or service? How can you help serve them best?
Now, take these general questions and work on customizing them for your specific situation.
ACTION STEPS: By using the basis of the six foundational questions, you can expand upon how best to connect with your clients. Your action step for this chapter is to come up with six NEW questions that you can ask right now to help you truly connect with your clients.
Want even more practice in how to ask great questions? Go to http://creatingconnections.biz/product/creating-connections-bonus-content/, click checkout then register if you’re a first time user, enter Coupon Code ImConnected, then complete purchase to gain access to this and other Chapters FREE BONUS CONTENT.