What do your customers really need? Are you selling them a product or are you answering a need? As a business owner, it’s important to provide results without pushing your customers to fit in the box you’re offering.
That’s why we’ve put together 5 questions to ask your customers to ensure you’re giving them what they really need.
What Problem Are You Facing?
Asking your customers about their problem is the first step in offering a solution. Really listen to the problem and dig into the root of it. This applies to most industries.
Are you offering plumbing services and their surface problem is impacted by something deeper within the pipes? Are you a health coach who recognizes the deeper roots to someone’s struggles? Are you selling home decor but your client is struggling to narrow down their style?
Digging into the roots of the problem can help you go beyond providing a service. The call of a business leader isn’t to sell. It’s to be a problem solver. Guiding your clients into the right decision requires listening to the deeper issue.
How Is This Problem Impacting Your Life?
Once you have identified the problem your customer is facing, it’s time to determine how it’s really impacting their life. They need to understand how they’re being held back by this issue–and so do you. Until you know the struggle they’re facing, it’s hard to personalize your service to help them see the solution. Ensuring your client recognizes the weight of the problem goes beyond a price tag and into the hope of the solution.
How Would Your Life Look Without This Problem?
What is your client dreaming of? A customized kitchen that requires a full re-pipe? A healthy body that’s capable of new things? An exquisitely decorated home that reflects their personal style?
Your business needs to get a sense of their vision if you’re going to answer the call to fulfill what they really need. If you can enter into what they actually want and dream about, your solutions are far more likely to help.
What Solutions Would Work Best for You?
Once you understand your customer’s problem and dream, you can offer them a few options. Letting them see your top solution, plus additional choices that could fit their budget or immediate needs, will enable them to move forward. This also builds trust in that they know you have come to these solutions by understanding them.
How Can We Serve You Better?
One crucial question for your customers is asking how you can serve them better. How can you serve them better than you have in the past? How can you serve them better than your competitors? You may not ask these questions outright, but seek to learn what you can do to offer the best experience. This leads to a better relationship and future work, online reviews, word of mouth referrals, and an all-around better reputation.
Whether you ask these questions during a sales call, send a questionnaire, or just get the answers through general conversation, it’s important to listen to your customers. You’re not selling a product. You’re creating a relationship. These days, it’s more important than ever to personalize your offers and ensure your customers know that you are there for them, ready to meet their needs.
If you’re not sure how to move forward, Planify™ is here to help. From business coaching to reputation management to CRM applications, we’ve got you covered. Reach out today and schedule your free 90 Minute Discovery Session