Asking Questions Key to Winning and Retaining Clients
We really enjoyed a recent article entitled Ask Questions and Grow Rich by Zeke Camusio. The author touts the importance of not shying away from asking the questions that will unlock the door to a client’s business. From the article:
What You Should Ask Your Clients
* When you decided to hire us, have you considered other options? If so, why did you choose us?
* How satisfied are you with the way you performed in that area? (If they tell you they chose your company because of its customer service, ask them how they would rate your customer service.)
* If we could do one thing different to increase your satisfaction level, what would this be?
* How likely are you to recommend us to your friends and colleagues?
What You Should Ask Leaving Clients
* Why did you decide to stop working with us?
* What could we have done to prevent this?
What You Should Ask Clients that Seemed Interested But Went with Your Competition
* What did you like about our proposal?
* What didn’t you like about it?
* In what areas was the proposal from Company XYZ better?
* What were the top factors that made you choose Company XYZ over us?
Members of our team have been involved for years with BNI, an international business networking organization. The founder Ivan Misner often states that it’s important to remember that you have two ears and one mouth, and you should use each proportionately. We agree strongly with this – the questions themselves are only as good as what you are able to do with the answers.