Back in school, whenever we gave the right answers, our teachers would commend us. It was an important thing to do and students would always focus on answers, no matter whether they made any sense or not.
But if we ask the right questions, we don’t even get recognized in asking for help to make things more transparent and understandable. This is understandable in a student vs teacher relationship too, says Socialyy.
In Marketing, it’s far different. The underrated step in planning and achieving success is to ask questions. This is why we laid out the foundations of questions to help you decide, how, and when to ask appropriate questions to get the right answers.
How to: Ask Better Questions
Sometimes, it’s all about asking the simplest form of questions. When walking around, you can see agents giving out flyers and asking you the basics such as “Are you interested in owning a condominium?”, “Do you have a car already?”, “Have you thought of getting life insurance that would help you as you grow old?”.
In a 1993 study conducted by Social Scientists, asking simple questions can increase the chance of people to buy a car. This is what we call ‘Mere-measurement effect,’ a psychological phenomenon where there’s a change in an individual’s intentions or regrets in his or her subsequent behavior. These questions increase the chance of probable consumers in thinking of buying what services or products you offer them. The latter part of this article would help us to identify the Science behind it.
You have to start thinking about the number of questions effective that can lead you to the right answers. The sequence is also essential. Any Expert Interviewer and Individual would ask the proper set of questions that can lead to optimized results. The good thing is when you keep on asking, you’d learn how to ask appropriately by the next time. You’d be more effective!
Knowing the sequence of asking, saves time. The more questions you ask, the more answers there are. It would continue until you reached the answer that you’ve been looking for. So the solution? Simple. Roleplay and Anticipation.
Different Formats of Questions (and sample scripts)
We all have differences and conflicting perspectives. A question appropriate for others, may not at all be effective for others. This is why not all questions are created equally. There are the basics, the appropriate, the climax, and other more that would make you feel satisfied and would make your client feel comfortable and respected. Plus, you can watch down the way you ask or the tone you use.
- From the word “introduction” itself states the simple: How are you? The basics of asking a question both to the people you knew and the soon-to-be customers.
- The response and bouncing back the question: “I’m doing good. What about you?”.
- From the basics, you lead them to what you really meant when you try to talk to them, your business motive. No offense, it sounds mean, but that’s your intention in the first place, and it would be worth it.
- “By the way, do you still remember the last time that we talked about regarding …?”.
- This one is considered as the most valuable questions to ask. When you ask the basic, and they answer, you’ll lead them to further questions until you reached the point, the climax.
- You ask, they say something, you ask the right follow-up questions that lead to the point you like.
- Clearing things out, especially when you see your potential client getting interested in what you offer.
- “So let me just make it clear, are you saying that you like or you prefer …?”.
- You are making a comparison and bridging two different things together.
- For instance, when your client asked: “Based on what you explained, how do things apply to other fields such as …?”
Dig Deeper Questions.
- After asking layers of questions, you now try to claim their emotions. You would try to ask them questions that are profoundly moving and can significantly affect their feelings.
- “Is it fair you get this (product or services)?”, “How would you feel about purchasing it?”.
Avoid making your clients feel that they are being interrogated and as if they have no other option. It is suggested to keep the conversation with open-ended questions, letting them decide what to say and your questions will come out naturally.
The Art of Science in Asking
According to the information gathered by the Valuetainment and Patrick Bet-David, a CEO, Entrepreneur, Creator, and Author, there’s the Art of Science behind every question you asked.
Several studies have been conducted by different researchers and Social Scientists that shows the difference in reaction and behavior when people had been asked questions. They were persuaded by the people who asked them questions.
One Tech Company, Gong.IO, located in California, USA, shows a research study between 500 respondents of a business-to-business sales conversations trying to figure out the number of most effective questions to ask that increases the chance of selling.
The results show:
- 11-14 Questions = Optimal Range while;
- 14 and more = Diminishing Ratios.
It shows that there are (estimated and possible) the right amount of questions to ask. And asking many questions doesn’t mean you’re effective or optimized. Sometimes, there are just questions unnecessary to ask.
Based on Harvard Business University (HBR) and MU Sigma, managing consulting company,
- With Kids, most conversations of parents and their children come from asking questions. 70% to 80% of the time.
- With Clients, about 15% to 25% are the only questions asked.
On the other hand:
- Traditional Education only recognized the Right Answers.
- Marketing and Entrepreneurship recognized mostly the right questions. Then these questions raised leads them to find the right solution to a problem.
The power of Questions is underrated. Have you ever wondered if Professionals such as Doctors, Lawyers, and Engineers as questions?
People skipped this part and moved on to the next process without thinking clearly. This is why others, doesn’t end up well. On the other hand, others may find it scary to ask, especially when they were talking to someone who has a higher position than them. But through the information we gathered, this shows how important asking first before going ahead.
New ideas, Persuasion, and Finding answers to your life’s biggest doubt come from the satisfaction of asking a question. Even the simplest things in life are argued by questioning such as “What time should I wake up in the morning to be more productive?”, “What food should I eat that can give me the boost throughout the day,” and thereof.
Find the sequence, research, and start now!