Using Video Testimonials to Build Trust and Attract

[shishir.seoexpert1]

In my book and on this blog, I’ve spoken about the types of discovery questions that buyers like answering the most (according to science). But there’s one particular open-ended discovery question that I always recommend to my clients. And the best part is, you can actually build your own version of this question from scratch using a tool I call my “open-ended discovery question builder”. The reason why this strategy works so well is because it’s so simple, yet it ticks the boxes on the three most important elements of a good discovery question: Focus: they help you get to the heart of the problem Alignment: they help determine if you can actually help them Novelty: they sound different and are fun to answer! Let me share the formula with you first, then I’ll break down why it’s so impactful.



Open-ended Discovery Question Builder gambling data romania The formula for building your own version of this question is simple. You ask your customer to finish this sentence: “I could [INSERT GOAL] in [INSERT TIME HORIZON] . Step 1: based on the information you’ve gathered from the customer thus far and the context of your discussion, fill in the first blank with an outcome they’re trying to drive. For example: “sell more software” “work better with other departments at our company” “deliver better customer service” “vastly improve the security of our network” “engage our remote employees” Step 2: fill in blank two with the timeline they’re looking to drive the result in.



For example: “this month” “this quarter” “this year” Step 3: challenge them to complete the open-ended third blank with ONE (i.e. the most impactful) solution to make it happen. For example, you could say: “Tim, if you don’t mind, complete this sentence for me, ‘My team could sell more software this quarter, if…’ What’s the if?” “Julie, if you don’t mind me asking, can you complete this sentence for me, ‘I could retain more of my remote employees over the next year, if…’ What’s the if?” “Alex, I know you mentioned delivering better business outcomes to your customers was a key focus for you.