{"id":91170,"date":"2021-11-24t00:00:53","date_gmt":"2021-11-24t05:00:53","guid":{"rendered":"\/\/www.g005e.com\/?p=91170"},"modified":"2022-12-22t00:42:10","modified_gmt":"2022-12-22t05:42:10","slug":"do-you-ask-the-right-questions-to-deepen-client-relationships","status":"publish","type":"post","link":"\/\/www.g005e.com\/2021\/11\/24\/do-you-ask-the-right-questions-to-deepen-client-relationships\/","title":{"rendered":"do you ask the right questions to deepen client relationships?"},"content":{"rendered":"

\"\"uncover a client\u2019s needs with good questions and even better listening.<\/strong>
\nby\u00a0sarah johnson dobek<\/em>
\ninovautus consulting<\/a><\/em><\/p>\n

if you\u2019re having the right conversations with your clients, new opportunities naturally come up where you can help them solve their issues beyond compliance.<\/p>\n

related:\u00a0eat that frog: asking for a prospect meeting<\/a> | growing revenue through client service<\/a> |\u00a0business development and sales aren\u2019t scary<\/a> |<\/p><\/blockquote>\n

but while you may think you\u2019re having excellent conversations; they\u2019re probably just scratching the surface.<\/p>\n

<\/p>\n

many professionals reduce relationship and trust-building to back-and-forth questions and answers via email or phone. while prompt and succinct communication helps nurture a relationship, it\u2019s the deeper conversations that uncover a client\u2019s real, sometimes hidden, needs.<\/p>\n

asking deeper, more curious questions scares many professionals because they\u2019re not sure they\u2019ll have an accurate answer. this unsure footing is uncomfortable, especially for accountants who are used to having all the answers. but you don\u2019t have to have all the answers to help your client \u2013 and expand the services you provide for them.<\/p>\n

wouldn\u2019t it be nice to hear a client respond with, \u201cnobody ever asked me that question,\u201d or \u201ci\u2019ve never thought about that?\u201d those are the moments where you automatically shift to an advisor, where you can create more value than, \u201chere\u2019s the return or audit you asked me to deliver.\u201d<\/p>\n

it\u2019s in these pivotal moments where accountants can provide true value, and it all starts by developing an inquisitive mindset and asking the right questions.<\/p>\n

become an active listener<\/strong><\/p>\n

before you can learn the right questions to ask, you need to master how to listen for clues. listening to understand, and not listening to respond, is what sets advisors apart. the techniques below will help you identify and respond to what your client is telling you.<\/p>\n

there\u2019s a fine line between hearing and listening. active listening requires you to be present enough to pay attention and thoroughly understand what your client is telling you. you can tell when someone is not really listening to you. stay focused and avoid distractions, give your undivided attention (hide your phone), and take detailed notes to ensure you don\u2019t miss any details. this level of undivided attention will help you form a meaningful strategy. in turn, your client will feel heard, and you\u2019ll gain more trust than ever before.<\/p>\n

while email, texts, and other forms of electronic communication are ok for relaying quick facts, active listening is best practiced when you can see your client face to face. while it\u2019s a little more difficult given the covid-19 pandemic, meeting in person or via video where you can gauge their interest or pain through visual cues will also help establish more rapport.<\/p>\n

have an inquisitive mindset<\/strong><\/p>\n

if you open up to your clients, they\u2019ll open up to you. it\u2019s in this place of candor and genuine interest where new service opportunities present themselves, and it all starts with having an inquisitive mind. while asking questions may seem simple, some nuances will help you maximize your time and position you and the firm as proactive advisors.<\/p>\n

at a high level, there are two types of questions:<\/p>\n