Communicating effectively with clients is vital for most businesses and still done so badly.
If you want to improve your communication skills and create a personal bond with your clients, asking the right question in the right way is an important skill to learn and practise.
Let me introduce you to a few questions I’ve made my own for years now and they have proven to create a perfect bond with my clients. This is also a major part of our training at the Entrepreneur Academy.
What’s on your mind?
A perfect way to start any conversation. This question is open, but focused, shows an interest and allows the client to speak freely.
Is there anything else on your mind?
It gives your client the option to share additional concerns and come to the actual point important to them.
After collecting information with the first two questions, start focusing in:
So what’s the real challenge here for you?
Now the conversation becomes more personal and opens the option to introduce emotions and believes. Your job now is to find what’s most useful to look at. The part “for you” is important here, as it makes the answer personal.
Again, check a second time:
And what else (is the real challenge for you)?
There is usually more and this question opens a channel to voice these little extra bits.
Finally come to:
Is there anything else?
You’ll have most of the important information now, which allows you to understand the real concern and problem you’ll need to solve first before you continue with anything else.
Use these questions in your next conversation with your clients or prospects and see for yourself. If your intentions are sincere, your client will feel that you are on her side. Try not to fill any gaps or pauses with personal comments when asking these questions. You want the client to express her thoughts and ideas without relating to anything you say.
Try to avoid questions starting with “Why”. These questions force a solution or reasoning for a situation or behaviour. Questions starting with “What” are always better. They just focus on the problem.
Using this process also helps you a lot to stay focused and to listen to your clients. These questions don’t require any response from you. Therefor you don’t need to think about your reply, but instead concentrate fully on your clients response. This really comes over and creates a bond. Your client will thank you for it!