5 Questions for Killer Conversations - How to Have Difficult Talks That Strengthen Customer Bonds

In this episode of Rethink The Way You Sell, Jeff Bajorek highlights the significance of engaging in open and honest conversations with your customers. He believes in the power of these conversations in forging stronger relationships, asserting that "I have never been done wrong by my instincts. I have never asked a question that I feel deserved an answer. Even if it was a little taboo." Opening up to customers and showing vulnerability, according to Jeff, encourages them to let their guard down and foster a deeper connection.

To aid in having these effective discussions, Jeff presents a five-step framework. These steps encompass understanding why the customer initially chose your company, seeking specifics about this decision, determining why they continue to do business with you, asking if they can refer additional clients, and finally, if they can introduce the company to these referrals. Jeff stresses that using this framework twice a year can considerably enhance the growth trajectory through referrals, stating "I gave you the framework. Now I'm going to ask you if you're willing to use it."

You will serve your customers even better if you are willing to have the conversations that need to be had. (1:30)

Five Questions for Killer Customer Conversations. (3:57)

Why you have to ask for more detail. (5:14)

Why do you continue to do business with us? (7:05)

You’re getting exact messaging for what it’s like to find more customers like them. (9:32)

An introduction goes so much further than a referral. (11:45)

Why you need to have this conversation with your best customers twice a year. (13:41)