ASK a Question... GET RESULTS!

Mark Victor Hansen, co-creator of Chicken Soup for the Soul, said that the simplest way to get results is to ASK: ask for the sale, a referral, the contract... And if you are not there yet, you can start by asking a question!

I have often used this analogy:

The adage is "If you build a better mousetrap, the world will beat a path to your door". Not true!! First they have to know you have a better mousetrap and second, sometimes you have to educate them that they have mice!"

A survey is a great way to ask the right question to demonstrate they have a "mice problem". And it's far more effective when the prospect has the "aha" moment of "I have a problem!" than if you were to tell them that...

The question is not "Do you need a new (widget)?" 

The questions are:

1. Does your (widget) do A, B, and C? 
2. No? Might that be costing you time, money, customers, or all of the above?
3. Would you like a demo, consultation, or more information about this potential problem?

Before a sale, a survey serves several purposes:

1. It ENGAGES the prospect. It lets them feel like they are involved in the process instead of simply reading a marketing message. 
2. The best survey will RESPOND to their answers: display information or the next question based on their response. This intensifies engagement because it is personalized.
3. The CALL TO ACTION at the end of the survey will be customized based on their feedback. 

After a sale, a survey:

1. Lets our new customer know that their opinion is important and that their feedback has value. People like to be HEARD. It gives them an opportunity to vent if they had an issue (better to you than directly to Yelp) AND reminds them to post a review on Yelp, Google+, etc. if they like you!
2. Gives you  a chance to FIX a problem: whether for that specific customer or in your business process. 
3. If the feedback was positive: now you can ADD a positive testimonial or success story to your website.
4. Provides an(other) opportunity to ask for a REFERRAL, reminds them of additional SERVICES you provide, and INTRODUCES* them to other businesses that might be of service to them: "Oh, by the way..." (OBTW)
5. Occasional NEWSLETTERS or FOLLOWUPS will keep you top-of-mind for future referrals, repeat business and OBTW opportunities. 

NOTE: Business introductions demonstrates your "value-add" to services beyond your scope of expertise. PLUS, the marketing benefit to you is that YOU are introduced to prospects you don't know yet in the other business' surveys, followups, and newsletters.

Intrigued? (good cause to be). CLICK HERE to take OUR survey for a demonstration of just what a well-crafted survey can accomplish. It's the GET (answers) that keeps on GIVING!