Helping customers make a decision is as easy as walking them step-by-step through the process. Unfortunately, it isn’t always your natural course of action.
Why do you ask your customers complex and overwhelming questions? Because they are easy for you to ask. There is no work involved from your side.
However, your customers don’t know what to do with these difficult questions.
Too often, when you ask your customer: “What do you want?”, they don’t know how to answer.
You’ve abdicated the job of determining what people want to them instead of helping customers come to that decision point.
One way to counter this mental hurdle for the customer is to break up your single question into a series of smaller, easier to digest questions.
At a local burrito restaurant called Freebirds, they ask a series of simple questions that ultimately leads up to the perfect burrito.
You don’t have to know all the answers up front, nor recite them from memory. Just answer some easy questions:
Do you want a whole wheat tortilla or a spinach tortilla?
Do you want chicken or steak?
Do you want refried beans or black beans?
Question by question, they construct your burrito until ultimately you have the perfect meal.
Your products can be sold in a similar manner. Instead of having the customer work off a blank slate, and have to come up with a solution by themselves, ask them a series of questions.
These small questions, when looked at individually, are quick and painless. Each answer fills in the details you need to find the perfect match between your customer and your products.
You can avoid overwhelming your customers with complex and difficult questions. Helping customers is as easy as taking them step by step through the process.
Picture by Chelsea Oakes used under CC BY-ND 2.0