22 Questions To Ask Your Customers
Set the Context
Use these questions to unpack how they:
• first found out about your product
• words they use to describe it
• how engaged they are now
Questions:
• Do you remember how you first found out about [Product]?
• How are you using [Product] in your day-to-day / work?
• Before [Product], what were you using instead?
• What about [Product] stood out to you most? What made you try it?
Explore their Goals
Better understand their struggles and motivations to purchase – the push and pull in their journey.
Questions:
• When you decided to try [Product] was there a specific problem you were trying to solve?
Knowing that you wanted to [Answer above], why did you think [Product] would work better than other solutions you’ve tried in the past?
• How has [Product] changed the way you work? Can you share any examples?
• What aspects of [Product] could you not live without?
Understand their Pains
Explore the customer’s pains with previous solutions they’ve tried in the past.
Questions:
• What were you using before [Product] to [Get the Job Done]?
• Why did you start looking for something new?
• Tell me about [Old Solution] – what worked well/liked most? And what didn’t?
• What was the biggest problem with [Old Solution]? Why is that a problem?
Uncover the Trigger Event
Every purchase begins with a trigger event. It's the moment they realized there was a problem to be solved & needed to make a change. We're creatures of habit, something happens that breaks our “business as usual”.
Discover it to market smarter.
Questions:
• When did you have the first thought that you might need something new [To do Job]?
• What was going on that prompted that first realization? Try to paint the picture for me.
• What happened after that? Did you immediately start looking for new solutions?
Map Out Their Buying Journey
Get more details about how they found the new solution, ask them to walk you through it.
Questions:
• How did you go about finding the right solution? Walk me through each step of your search in as much detail as you can remember.
What other options did you consider before trying [Your Product]?
• What were you most skeptical/nervous about while looking for something new?
• When searching for a new solution, did anyone influence your thinking or make recommendations?
Identify Your Value Proposition
The most important element of your messaging. Summarizes why a customer would choose your product.
Questions:
• If you had to narrow it down, what was the #1 reason you decided to buy/try [Product]?
•Where would you typically go, or who do you trust when looking for info about [Product /Topic]?
Steal Their Copy
Your customers are your best marketers. The best way to connect with your prospects and make them convert is by using their language. No better way to find out what matters most to them, than asking this question:
If you had to convince a friend to try [Product] and you only had 2 minutes to explain what is it and why they should, what would you say?
TL;DR - 7 types of questions to ask customers to unlock actionable insights:
1/ Set the Context
2/ Explore their Goals
3/ Understand their Pains
4/Uncover the Trigger Event
5/ Map Out Their Buying Journey
6/ Identify Your Value Proposition
7/ Steal Their Copy