Asking Questions Leads to Invaluable Insights

I recently joined a webinar offered by my alma mater’s alumni association where Sara Laschever shared her research and insights around the topic of “Learning to Ask: Women and the Power of Negotiation.”

One of the many helpful points Sara shared was centered on asking questions. When trying to negotiate, she stressed it is essential to put yourself in the other’s shoes—try to understand the other party’s perspective and ask questions to find out what they want.

This reminds me of our work at Farland Group, facilitating Customer Advisory Board meetings. In these meetings the executive customers provide advice to the sponsoring vendor on how they wish to be served. Hearing from a customer how a product, service, or process can be improved to drive more value affords our clients the opportunity to respond in the moment with additional questions—leading to greater understanding. The power of in-person dialogue is something a written satisfaction survey, no matter how well-written, fails to capture.

Back-and-forth dialogue and asking the right questions unlocks invaluable insights that otherwise might have been lost. When contemplating your business strategy, consider your customers’ mindset and directly ask them for advice—the results may be surprising.

Related Stories

Listening and Acting: The Virtuous Circle of Engagement

Posted on 03.30.2017 by in Engagement Strategy

Listening and acting are two concepts that are absolutely critical to the health and longevity of customer advisory boards.

Continue Reading »

The Power of Thank You

Posted on 10.7.2016 by in Engagement Strategy

To be thanked for helping to make someone else’s job easier brings a smile to the face and adds a spring to the step and makes those early mornings and late nights worth the effort.

Continue Reading »

All Roads Lead to Data

Posted on 08.29.2016 by in Engagement Strategy

It’s no secret that technology is ever-changing and with more ways to reach your customer, it’s also no surprise that the Chief Marketing Officer—especially—is feeling this transformation.

Continue Reading »

Musings on Coffee and Customer Input

Posted on 08.12.2016 by in Misc

Sometimes we need that small burst of encouragement to snap us out of the blur of the status quo.

Continue Reading »

Customer Advisory Boards

An advisory board is a powerful engine of engagement, insight, and business transformation. Make the most of yours.

A Board Success Factor: Business and Industry Expertise » Advisory Boards: How to Extend the Value »

Learn More »

Engagement Strategy

Like any good relationship, customer engagement is a long-term, reciprocal effort. When done well, meaningful engagement leads to better business results, faster.

Engage Your Customers to Help You Stop Pitching » Getting to a Customer Engagement Mindset »

Learn More »

Understanding the C-Suite

Want to improve your standing with your c-suite customers? Deliver what executives want: ideas, inspiration, innovation, influence.

C-Suite Insight: Digital Disruption » Looking to Engage Executives? First, Understand What They Want »

Learn More »