What are the THREE most important things to your customers? is a trick question… sorry / not sorry.
Why a trick question? because the answer isn’t static. It is only true for a moment in time. It also isn’t universal for all customers, it’s specific to each one.
Instead constantly ask yourself – what are the THREE most important things:
- that will indicate successful project completion?
- to help them reach their targets?
- for this specific purchase?
- about this decision?
- to them?
- to their boss?
- to their organization?
- …
What questions are important for you to ask will shift, based on what you’re working on together.
Plus, never get stuck thinking that yesterday’s answer is the same today!