Questions to ask every customer/client.

Whilst we often get carried away with our pitch (and talk too much! asking the paying customer/client some very simple questions will really help you to understand them. build rapport and trust.

QUESTIONS such as......

Please get a pen and write these down (The magic is in the last sentence. Don't cheat!

1. What makes you choose us or what made you consider working with us?
2. What will using this product (or us) give to you or what challenge will it solve. Finding the pain and getting the other person to actually say this out loud is very powerful.
3. If you move forward what results do you expect or what happens next?
4. Who else needs to be involved in the decision making? You don't have to be tied to an outcome here, you are just gathering intel.
5. If you do nothing, what will happen?

Of course you can adapt these questions depending on the buisness or client. Consider that you are selling nothing. You are simply helping the other person with a challenge. This is a consultation and not a sales pitch, it's also a time to really understand what this other human or organisation needs. Are you a good fit? It maybe that you are not and you'll gain far more by being frank and honest.

The reality is that you are probably selling the same product or service as the competition and they could choose you or AN Other. Operating in a consultative, interested and genuine way may give you an edge. Stop assuming. Start listening. Write answers down, play them back to confirm your understanding.

What you really need to do is weave the story of why you do what you do, your purpose and values or what you'll do with the money you make. Or what the business does for it's staff/teams.