I wrote recently about how people often look for the right answers to the wrong questions, so the best they can hope for, is to discover how to do the wrong things, correctly. Here’s a quick tip, if you want to avoid the cost and frustration of this happening to you!
Know your outcome
In order to start getting the right answers to the right questions, you need to get back to basics and ask yourself what ULTIMATELY is it that you want to achieve – Your outcome.
For example: A guy recently asked me how to improve the results of his paper company’s telemarketing team. That was the wrong question, because it’s not the outcome he wanted to achieve. What he ACTUALLY needed to know, was how to cost-effectively increase the quality and volume of sales into his company. I explained this to him and was able to show him how to cut his overhead by more than £50,000 a year and increase his sales at the same time – sending his profits into the stratosphere! Had I simply answered his question, he would have seen a smaller increase in sales and far smaller profits!
Take a moment to consider the outcomes you want to achieve for your business and see if you are focusing on the right questions and answers, for what YOU want to ultimately achieve.
Do you set time aside to ask questions that ensure you are on track? What kind of questions do you find useful? Let us know!
Let’s work together and grow your business. To find out more click here!
Photo: Marco Bellucci
[...] This post was mentioned on Twitter by Jim Connolly and Jim Connolly, Blog Manana. Blog Manana said: From @JimConnolly Quick tip: Know your outcome! http://bit.ly/cG9BKE [...]
Hi. Excellent pointer as always. Understanding exactly what you want will indeed ensure that you ask the right question in the first place!
I have been guilty of asking the wrong questions for the right answers myself. To make sure I am now asking the right questions, I get help in understanding what the end-game is exactly if I am finding it difficult to define it fully/accurately. This makes a big difference.
Thanks for sharing
.-= Barney Austen´s last blog ..Eats, Shoots and Leaves =-.
That focus on your end-game is key, Barney. It acts like a marketing compass. Thanks for the feedback.
This post really resonated with me, Jim! We have this issue all the time with our web design clients. Most new clients (especially start-ups) start by asking us to quote for a new website, but don’t realise why they need it.
After we’ve discussed what their business plans are and who they need to connect with, the website is often very different from the ‘brochure site’ they thought they needed. I must stress this is not about upselling (sometimes I will talk a client out of a more expensive feature if it’s not relevant) but about finding a way of helping them meet their business goals.
It’s reassuring to see that this is an issue that isn’t restricted to my industry
Another thought-provoking post, Jim. Keep ‘em coming.
Hi Ash,
I believe the key is to be aware of the issue and then guide them based on what they want to achieve. When I work with a new client, one of the first questions I ask is “what are you in business for – what’s your ultimate outcome?” Thanks for the comment, sir.
Jim
This reminds me of the hierarchy of success posted by Seth Godin. Attitude is number 1 and execution number 6. I think people need to focus less on the execution end or even tactics and look at their approach or the markers for success.
I put up a post yesterday about the need to keep a sense of what is important in the context of social media – there is too much obsessing with the platforms and not enough time in spent working out why they want to use social media or a blog.
Thanks again for this post; always insightful.
Regards
Julian
.-= Julian Summerhayes´s last blog ..Trust in Social Media =-.
Ummm. It seems odd that execution (action) is last on that list.
I know a LOT of people, with good attitudes and kind hearts, who never achieve anything because they fail to act.
Wonder why he made execution last? Weird. Thanks for the feedback – need to start reading Seth’s blog again.