Questions - when applied intentionally - are a powerful tool for growing your business.
They can uncover information that helps you improve buyer satisfaction, identify sales opportunities and build rapport by showing customers your sincere desire to understand them.
Here are a few tips on asking better questions.
Focus on your customers. People care far more about themselves than about your business. So, make sure your questions center on their experience and pain points rather than on your product or service. Most people like talking about themselves, so give them that chance with your questions.
Consider the types of answers you want.
Looking for a yes or no? Simplify your questions to promote easy understanding and clear responses. Want more details? Try open-ended questions that begin with the words what, why and how.
Do your research. Starting with a baseline of information about your customers lets you make efficient use of their time by avoiding basic questions and focusing on a more meaningful conversation.
Dig a little deeper.
Asking for clarification or additional input can reveal unexpected information. Thoughtful follow-up questions can elicit deeper insight and show that you’re legitimately engaged with your customers.
When you ask questions, be prepared to actively listen to your customers’ answers. People can usually tell the difference between genuine curiosity and merely “checking a box.”