Questions can be the answer
by The Hand
Questions are key to any successful social interaction. They open up conversations and help to develop rapport. By asking more questions, you show interest and find out new things. Take dating, for example. No one wants to sit opposite their date and be talked at all night. You want your date to ask about you and the things you care about, as much as you want to hear about them. New business is really no different.
The key to a good new business interaction is almost always about questions. If you don’t ask a potential new client the right questions, then you won’t be able to get to the bottom of what their needs are. You won’t understand what the problems are that you can help solve.
Too many people approach a new business interaction on ‘transmit’; ‘let me get everything I have to tell you about our agency off my chest and then we can get into the discussion bit’. But what that does is limit your options and opportunity. By questioning and listening, you will then be able to tailor your approach accordingly and offer a more personalised view of what your agency could do to help them specifically.
That said, it’s not as easy as it sounds. Asking the right questions (and having the confidence to do so) is a real skill. The Hand offer specialist training in this area, so if it’s something you’d like to understand more about, then do reach out to us at natasha@thehand.co.uk