Tweet

The Brutally Honest Sign Seen in a Business’s Window

I heard of a surprising and funny sign that was once seen in the window of an English company. It said…

“We have been established for over one hundred years and have been pleasing our displeasing customers ever since. We have made money and lost money, suffered the effects of coal nationalization, coal rationing, government control, and bad payers. We have been cussed and discussed, messed about, lied to, held up, robbed, and swindled. The only reason we stay in business is to see what happens next.” 

 

It’s a funny sign, but there is some truth to it.

Many business owners can relate to this English business owner.

They might’ve been in business for years, but they still aren’t sure why things have happened the way they have.

And, worst of all, they are not sure how to change things.

Well you don’t have to be like these other business owners.

The good news is the path away from the pack DOESN’T begin with having all the answers.

It starts with asking the right questions.

Successful Businesses Ask Questions

I’ve been thinking more and more about this and I’ve decided that every business needs to ask certain questions, if they are going to succeed in business.

Former American football player, coach, and analyst Lou Holtz once said…

“I never learn anything talking. I only learn things when I ask questions.”

There are many types of questions that could be helpful for business owners, but I think that there are two particular types of questions that businesses should ask that many unfortunately don’t ever ask.

The First Type of Questions Many Businesses Never Ask

The first type of questions that you should ask are questions about your customers.

These questions all fall under this overall question: Do you know who your customers are?

Beyond their names, WHO are your customers?
What do they like? What do they hate? What do they love? What do they fear?

Do you know the answers to these questions?

The 5 Most Important Questions to Ask Your Customers

Probably the five most important questions you can ask your customers are:

1. Why did they buy from you?
2. What else do they want from you?
3. How much are they willing to pay for those products or services?
4. What are they happy about your business?
5. What are they NOT happy about?

As Bill Gates said…

“Your most unhappy customers are your greatest source of learning.” 

You might THINK you know the answers to these questions, but knowing the real answers could surprise you.

And, more importantly, the real answers could give your business clues that will help your business to grow to the next level.

The Second Type of Questions Many Businesses Never Ask

The second type of questions that you should ask are questions about your prospects.

These questions all fall under this overall question: Do you know who your prospects are?

Who are the people that you’ve been trying to sell to?
What do they like? What do they hate? What do they love? What do they fear?

Do they match the people you have already sold to? If not, find more people like the ones who already have bought from you. Why? Because you’ve proven you can reach those types of people.

The 5 Most Important Questions to Ask Your Prospects

And I’d say that the five most important questions you need to ask your prospects are:

1. Why HAVEN’T they bought from you?
2. What do they want from you?
3. How much are they willing to pay?
4. What are they satisfied about your competition’s products or services?
5. What are they DISSATISFIED with your competition’s products or services?

As 25-year veteran of Business to Business sales expert, Tibor Shanto, says…

“Prospects equal options. Master prospecting and you will be the master of your sales destiny.”

You might be able to GUESS who your prospects are and why they haven’t bought from you, but the real reasons could cause you to go from barely making sales to regularly making sales!

Ask and You Shall Receive 

And what’s the best way to find answers to all of these questions?

By simply ASKING them! 

With the tools we have at our disposal these days, you have no excuse not to.

You can:

• Ask them face-to-face
• Ask them by phone
• Email them
• Or survey

The answers to these questions will lead you to the better serve your prospects and customers.

And, best of all, these answers will help you to uncover your best prospects and customers.

“In marketing I’ve seen only one strategy that can’t miss – and that is to market to your best customers first, your best prospects second and the rest of the world last.”
– John Romero, American Inventor

From Wikipedia.org

 

NOTE: Question Mark “Featured Image” from Virtual EyeSee