3 Questions That Reveal What's Important & Urgent to the Business Owners You Serve...

Here's the situation...you're talking to a business owner and have this conversation.  "Well, how's business?"  Answer - "Fine."  It's tough to go far with that answer.  Or do you ask the often repeated, very obnoxious, personally intrusive and never honestly answered, "What keeps you up at night?"  And receive the look stating, "It's none of your business what keeps me up at night."  Not much progress there either.

Here are three questions that spark a meaningful conversation and determine how you can help them best.  The questions are open ended and allow the business owner to share insights on what's affecting them. 

1.  What's the #1 job that needs being done in your business - is it in marketing, sales, operations or team development?

2.  What's your next big project - in operations, marketing, sales or team?

3.  What's you #1 priority in the coming quarter - is it in operations, marketing, sales or team development?

The questions are short and end with specific but broad areas to focus their thinking.  Phrase the question so that their answer is in your area of interest.  So if you're an accountant - you may suggest areas about tax, bookkeeping or management information.  A manufacturing representative mentions inventory, quality, speed, price, efficiency, effectiveness, etc.  You're seeking to understand and appreciate their answers with follow-up questions like these.

I.  Why that one?

2.  Is that important to you?  Why?

3.  What are the consequences of not having it?

4.  Does this concern you?  Why?

To the degree you show genuine interest by allowing them to talk vs. you selling, they'll reveal what's urgent and important and you'll earn the right to ask if they are open to solutions.

To learn more, let's have a conversation - at ph:  972 709 6776.

The Conversation Every Successful Business Owner has with Their Marketing & Sales Team

As a business owner or professional you’re competent and skilled in effectively and efficiently identifying the challenge and implementing solutions in your area of expertise.  But when it comes to the business-of-business especially around attracting and retaining customers/clients/patients we are often incapable of expressing more than, “We need more sales.”  

Ask your team to complete this matrix and have a discussion about it’s implications.  You're guaranteed to gain insights on faster growth.

Marketing & Sales Topics	Topic is Being Used   Yes/No	Rate Effectiveness on Scale of 1 to 5 high	Topic Should be Applied and is Not  Yes/No
Marketing Strategy
Social Networking / Social Media
Go-to-Market Strategy
Differentiation
In-Person Networking
Marketing Partnerships
Marketing Planning
Pricing
Lead Generation
Seminars & Workshops (Running and Promoting)
Lead Generation Process
Generating Referrals
Direct Mail
Tradeshows
Webinars (Running and Promoting)
Cold Calling
Lead Nurturing
Marketing Tactics
Online PR / Publicity
Email Marketing
Podcasting
Website Technology
Search Engine Marketing
Marketing Automation Technology
Client Relationship Management (i.e., client retention)
Targeting & Segmentation
Email Technology
CRM Technology
Website & Landing Page Development
Traditional PR / Publicity
Content Marketing
Blogging
Mobile Marketing
Brand Development
Brand Research
Advertising
Brand Implementation
Selling & Sales Process topics?
Value Proposition & Messaging
Sales Conversations
Overcoming Objections
Cross-Selling / Up-Selling
Warm Calling
Uncovering Needs
Sales Presentations
Sales Negotiation
Value-Based Selling
Sales Process / Pipeline Management
Proposal Writing
Client Relationship Management (CRM)
Client Retention and Loyalty
Client Satisfaction Measurement
Client Selection
Client Feedback
Referral Generation
Strategic Account Management
Thought Leadership
Creating Videos
Writing Articles
Book Publishing
Creating Newsletters
Writing a Blog
Speaking Engagements
Writing & Promoting White Papers

If after your discussion with your marketing and sales team, you are still seeking answers then let’s have a conversation so you can grow your company as fast and effectively as possible.  That’s what we do at ActionCOACH - Business Coaching...ph:  972 709 6776.  This is a complementary session.