So it’s a surprising fact that in this day and age we allow all of this technology to overcome and repress our natural curiosity when we are sat in front of clients. In fact the very availability of so much personal, professional and business information often shuts down some of our conversations – rather than provoking them.
The kind of research we can do before a meeting is fantastic and can give you some great points to open up conversation – but nothing replaces speaking to your customer. So when you are sat opposite your client, use that information and research to show that you understand a bit about their business and the industry they are working in. But remember to use this as a starting point.
- Not everything is on the Internet – and often its not the ‘full picture’
- There are lots of things that don’t make the company website – or if they do it is weeks after they actually occurred
- Many people are circumspect about how much information they share online
- Companies are unlikely to share ‘bad’ news or problems – but this could be exactly where you could add value
Great questions could include
- How were you involved with xxx?
- What were your thoughts about xxx?
- How did you achieve xxx?