Ian Altman 0:02
Sometimes we asked our clients questions. And the answers aren't that clear. Like, we'll ask them questions like, "Do you like your current vendor?" Or "What are you looking for in a different vendor?" And sometimes we ask questions that don't give us good opportunities for follow up questions. So for example, if we said, "So do you like your current vendor?" And they say "yes." Or they say, "No," we don't necessarily have a great follow up after that.
One of the simplest ways that we can get real insight in a client's opportunity is asking questions, where we preface it with "On a scale from one to 10. How do you feel about this?" So for example, if you ask your client, "On a scale from one to 10, how happy are you with your current vendor?" Well, if they say they're a 10, then it might be an indication for you that they're not a great fit... in which case you could ask. Wow. So "We always like to get a sense what other people are doing that maybe we're not doing, but we should be doing. What are some of the things you like best about them? And then once they give you those, you get to say, if you could change one or two things, what would those be?" And that gives us an opportunity to get him to get into that situation. But if we ask them, for example, you know, "One to ten, how do you feel about solving this problem? or How well do you feel your team is solving this problem right now?" And they say, probably like a seven, it gives us an opportunity to ask a great follow up question, which is... "Why seven?" That now gives us insight into what really is going to move the needle for them, and how we can stand out.
So next time you have an opportunity with your client, instead of asking a binary question like Do you like them or not, ask a question, "From one to 10, How do you feel about this or that?"
Here's the big caveat, though. You might find that you like this approach, and then every question feels like a one to 10 question. And then it might feel to your client like an interrogation. So figure out where if you asked a question one to 10, and you got an answer that the following question of why that number, make sure that would be meaningful. If it wouldn't be meaningful, there's no reason to ask a question like that. But if getting that additional insight would be valuable, by all means, figure out the right place to use those questions from one to 10
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