Headline: 100 Revenue Growth Questions

The more we communicate with customers and prospects, the more we sell.

The more that people hear from us, the more they buy from us.

(The opposite is also true: the less they hear from us, the less they buy.)

We are not bothering them.

We are not disturbing them, or taking their time. No.

Rather, we are helping them.

We are letting them know we care.

We care more than the competition does.

We are thinking about them.

We are here for them. The competition isn't. But we are.

And so, we must systematically communicate this to our customers and prospects.

Regularly and consistently communicate helpfully with your customers.

If possible, make these communications automatically. Personally, but automatically.

My entire Revenue Growth Habit process, which I implement for my clients, is based on this. My clients simply out‐communicate the competition. The day this revenue growth program launches, my clients' customers and prospects hear from them exponentially more than before.

And nobody complains about receiving too many communications because these are helpful communications, useful to the recipient.

Most of the communications in my system of revenue growth are questions.

I teach the customer‐facing people at my clients' companies to ask these questions regularly and systematically.

We track the questions, and critically, the outcomes. What did you ask or do, and what happened? What were the results?

Then, we measure the outcomes. That is, we asked for 61 referrals this week, received 40 (two‐thirds is the typical return‐on‐referral request that my clients enjoy). We followed up with all of these referrals, connected with 30 of them, and closed 10. These new customers average approximately $45,000 in orders over the course of a year, creating a $450,000 ROI on one week's worth of referrals, each of which takes 30 seconds to one minute to ask for.

It gets better: there are 50 more such weeks to repeat! And, there are 40 or so additional techniques in my revenue growth system.

Because most of the communications in my approach to revenue growth are questions, here are 100 questions you can ask yourself and your customers and prospects to grow your sales.

First, Some Questions to Ask Yourself

First, here is a series of questions to ask yourself, your executive leadership, your salespeople, your customer service people, and anyone who faces and interacts with customers.

1. How do I help my customers and prospects? (If you don't know, ask them. They'll tell you.)
2. Do I know how good I am? Do I have an awareness of it?
3. Is my material—website, brochures, and even personal emails—about my products and services, or about how I help my customers?
4. Do I focus on how I help my customers and prospects, or on my stuff? When my customers talk about my material, they talk about my value. I need to think and talk more like my customers.
5. Do I communicate proactively or reactively? If I am like most people, I spend my time reacting to customer issues, but revenue growth is a proactive pursuit.
6. Am I bold or modest? Revenue growth is no place for modesty.
7. Am I optimistic or pessimistic? The research shows that optimistic salespeople outperform pessimistic ones every time, by a lot.
8. Do I persevere always or do I give up easily? The research of the great Martin Seligman shows that perseverance and resilience are twice as important as talent.
9. Am I grateful—for these customers, these prospects, this wonderful company, and these excellent products and services that really help people—or am I cynical, focused on the negative? Grateful salespeople are proven to outperform cynical ones.
10. Am I asking for the business every time it is discussed? Am I pivoting to the sale at every opportunity?
11. Because my customers can feel my attitude, am I bold, confident, and positively on during every sales conversation?

Questions for Your Customers and Prospects

There's one simple key about these questions. They are best asked on the phone or face to face. Person to person. Their return, impact, and value goes way down if communicated by email. Nearly all of them can be asked during existing conversations you're already having, meaning these revenue‐generating questions take just seconds—moments—to ask.

You don't need to ask all of these questions. Just ask some, here and there, but consistently throughout your day.

To Increase Sales per Customer

The typical customer has conscious awareness of just 20 percent of what you can offer them. Which means they're buying what you can help them with elsewhere. Ask these questions to increase this awareness percentage:

12. Did you know we also do x?
13. Are you aware we do y?
14. Most people don't know we do z. Do you have a minute to talk about it?
15. What percent of your business on this product or service would you guess we have? How do we increase that by 10 or 20 percent? (It's a small increase for your customer, but for you it adds up in a hurry across 10 or 20 customers.)
16. Do you need some of these or that?
17. Most of our customers who buy this also add these three items. Shall we add them to your order also?
18. What are you buying elsewhere that I may be able to help with?
19. You know, we have a customer in a similar company to yours, and they buy products x, y, and z. I know you have a need for these too. May I add some to your next order?
20. I'd like to work with you more. What would that look like?
21. We still have some room in your box/truck/rail car. Should we fill it with product x or y?
22. What are you working on these days that I can help with?
23. Just checking in. How are you? What's new?

To Get Testimonials

Your customers speak and think more positively about you than you speak about yourself. Your customers are happy. And you need to know this. No, you need to marinate in this! And then you need to share their happiness with other customers and prospects!

24. What are some of your favorite things about working with us?
25. Why did you say that?
26. Remind me. How long have we been working together?
27. That's a long time; what's kept you with us so long?
28. How does working with me help you?
29. What specifically gets better when we work together?
30. Does working with us save you time?
31. How much time, approximately?
32. Do you think working with us saves you money?
33. That's interesting. Tell me about that.
34. Why?
35. How much money would you guess you save with us?
36. Do we help you make money?
37. How so?
38. Do we help you look good to your customers?
39. How?
40. How many suppliers do you have in all?
41. If you were to rank us on the kinds of things we're talking about now, from best to worst, where do you position us among that group?
42. If you were describing us to a peer or colleague who does not know us, what would you say?
43. What are the first three emotional words that come to your mind when you think about working with us?
44. Is it okay with you if we use some of your comments in our materials? (This is the only permission question that you need. Nearly everyone will say yes.)

Note: None of the preceding questions mention the word testimonial, which is stressful and uncomfortable. You're just asking people for their feedback. Just like having a drink with a friend.

To Use Testimonials

There are passive ways to use testimonials—that is, posting them on your website, in your materials, on your walls—and active ones, which involve communicating them one on one. These questions deal with this kind of active communication. These are about selling with testimonials.

45. We have a customer similar to you. May I show you what they have to say about us?
46. Here's a customer buying a different kind of product (or service) from us than you are. And here is what they have to say about us. I'd like to bring this kind of value to you. Is it better for you to connect on Tuesday or Thursday?
47. Here's what some customers like you have to say about us. Now can I help you this way, too?
48. Our clients tell us we save them approximately 20 percent of their time compared to working with our competition. I'd like to help you this way.
49. Let's talk about doing this for you. When should we connect?
50. Here are three customers who say we've grown their sales by at least 20 percent. Now, how about we discuss doing this for you?
51. Our customers tell us they consider us a partner, not a vendor. We'd like to be your partner. When is a good time to discuss this?
52. Check out this amazing testimonial that we just got. [Read or show testimonial.] Want to talk about doing this here?

To Ask for Referrals

We are so uncomfortable with asking for referrals. But our customers are not. Our customers LOVE giving referrals. Why? Because they get to help twice—a friend or colleague, and us. In turn, it makes them look good in the eyes of their friend and they look good to us. And finally, it gives them leverage. If they need something from us, we will work hard to help them. People love giving referrals. We just need to ask for them.

53. Who do you know like yourself who would benefit from working with me like you do?
54. What colleagues do you work with at your company who I can help like I help you? I'd like to help your company more.
55. What suppliers do you work with who I can help like I'm helping you? I'd like to make you look good.
56. What about customers? Who buys from you who I can help like I've helped you?
57. I work with owners or purchasing managers or heads of sales. Who do you know like this?
58. What groups are you involved with where you or your peers gather? Who do you know there whom I can work with like you and I work together?
59. I enjoy working with you a lot. Who do you know who I'd enjoy working with as much as I enjoy working with you?
60. We met each other through a referral. It's how I grow my business and feed my family. Now it's your turn. Who do you know like yourself who'd benefit from working with me like you do?

Once you get a name, do not stop. Establish concrete next steps. Ask the question and wait for an answer! Do not talk into the silence.

61. Do you prefer that I reach out to him or her and use your name, or would you like to connect us?
62. I appreciate you doing that. When do you think you'll get to it so that I don't jump the gun?
63. Summarize: Okay, so you'll let him know I'm calling next week, and I'll wait until Thursday and then reach out. Sound good?

Note: I don't mention the word “referral” in any of these. That's another stressful word. Furthermore, the key to actually getting an answer to these questions is silence. Ask the question; then stop talking and listen. Do not speak first. Let the person think and answer your question. You've been thinking about asking for this referral for a long time, but your customer has not!

To Ask for the Business

Too often, we do everything but ask for the business, and the customer does not buy. Avoiding the pivot to the sale has to do with our fear of rejection. The customer is talking to us. They want our help. We would like to help them. And so, we must ask for the business. Ask everyone you talk to about your products and services. If it's not time to ask for the business, pivot to the next yes. Ask one or more of these questions until you get the business.

64. Shall we write it up?
65. Would you like to add to this order, or shall we write it up separately?
66. Cash or credit?
67. We have that in stock. Shall we get it out in today's shipments?
68. It looks like we have only one (or a few) left. Want it?
69. Will you be writing a check or financing it?
70. Sound good?
71. How many would you like?
72. I have eight in stock. Do you want them all?
73. We've had a lot of interest in those. Would you like to lock them?
74. I can have it to you tomorrow. Ready to go?
75. Would you like to add product x or y to this order?
76. Do you want to send me a purchase order or should we just put it together now?
77. Which location would you like me to ship it to?
78. Want to increase that to six units and save $25 per unit?
79. Any questions before I enter your order?
80. When should I expect payment?

Note: Once again, the key here is silence. Ask and wait. Don't talk first. Let the customer think. They're adults; tell them you're interested in their business, in helping them, and then let them answer your question.

To Follow Up on Quotes and Proposals

When there is no response to a quote or proposal your customer requested, follow up with these three questions. Send them in succession, with an appropriate amount of time (depending on your deal and the customer's timing) in between.

81. Did you get the quote I sent yesterday after we talked? These things tend to get picked off by spam filters…. Let me know if it got to you.
82. It's been a few days and I haven't heard from you about the quote I sent. Where are you at on this?
83. Just one final check‐in on that quote we discussed, as you haven't responded to my follow‐ups. I want to make sure I'm not dropping the ball on this. Do you still want it? Please let me know within 24 hours, because the quote is expiring very soon.

To Check In Proactively by Phone

How many one‐on‐one proactive phone calls do you get? Most people get almost none. A proactive call is different from a call when you need something. Check in with your customers and prospects. Be present. Be helpful.

84. I was just thinking about you. What are you working on these days?
85. We were just talking about you, and I wanted to pick up the phone. How are you?
86. Your name came up recently, and it reminded me to reach out. What's happening in your world? What can I help you with?
87. You know, we didn't come together on that thing we talked about last year but I was thinking about you and wanted to check in. How are you doing on that thing now?
88. We didn't come together last quarter (or month or week or day), but where are you at on it now?
89. How's business?
90. How's your family?
91. What's the latest in your world?

To Follow Up after Delivery or Conclusion of Work

92. Just checking in. Did everything arrive okay?
93. Are you happy?
94. Do you need anything else?

[AND … pivot to another question …]

95. Great! Who do you know like yourself who would enjoy working with us like you do?
96. Excellent! How much of your business would you guess we have?
97. I'm very glad now. What else are you buying elsewhere that I may be able to help you with?

And the Three Most Important Questions, from Me to You

Now that you know exactly what to ask and how to ask it:

98. Who will you ask?
99. What will you ask?
100. What will you do?

Ask these questions throughout your day. They don't have to be exactly these questions, either. Make them your own. And, in fact, own them. Then enjoy all the additional sales that you generate!