Children use a technique every day is a great way to improve client relationships.
Everyone who has kids knows the scene.
Kid: Why is the sky so blue?
Me: Because sunlight interacts with our atmosphere, the sky is blue.
Kid: Dad, what’s the atmosphere like?
Me: The atmosphere refers to the air people, plants, and animals inhale to survive.
Kid: What is the definition of air?
Me: Stop asking me questions about !!!#@#!. @Q@$
The length and intensity of the conversation will vary depending on the patience level of the parents.
Kids ask lots of questions. There are many questions. They ask questions all the time. They keep asking questions because it helps them understand the world around them. They want to know the answer.
Asking good questions as an adult is a superpower that’s often overlooked.
Research has shown that good questions build trust, credibility, and empathy among people. “The Surprising power of Questions” by Alison Wood Brooks & Leslie K. John (Harvard Business Review). This article explains the many benefits of asking questions:
It encourages learning and the exchange between ideas. It also fuels innovation and performance improvement. It builds trust and rapport among team members. It can also help to reduce business risk by exposing unforeseen pitfalls or hazards.
If you are looking to foster innovation, increase performance, build trust and rapport with your clients, it seems like a good place to begin.
What makes a question good? What stops us asking the right questions?
Why are we not asking questions?
- Arrogance Assuming we already know the answer
- Self-centeredness: not caring about what others think
- Fear of embarrassment. The belief that asking questions can reveal ignorance
- Strike a nerve: You run the risk of becoming unpopular by asking a difficult question
- Fear of finding the solution: Uncovering an unpleasant truth
You may feel the need to show your expertise to clients in an agency. Contrary to popular belief, you can overcome the need to be an expert and ask a great question to put yourself in control. Asking good questions will guide you to the right place in your conversation.
What makes for a good question?
Avoid asking questions that ask for yes/no answers. This will ensure you get more detailed responses. You don’t want to be satisfied with a simple yes/no answer. Your client should be open to learning from you. You can start a journey of discovery by asking open-ended questions.
Instead of asking “Will you be the final decision-maker?” which invites a “yes/no” response, ask “Who will be involved with the final decision?”
You can ask your client open-ended questions to learn more about them. Some great examples include:
- Which criteria are the most important for this decision?
- Are there any things about us that concern you?
- Which options are you looking at?
- How can I help you to avoid these risks?
- Which return on investment do you seek?
- Is this the ROI you are missing?