art of the question

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Part of the secret sauce of brand planning is the interview; be it of customers, prospects, partners, sales people or company management. And the art of the question is in the ability to ask and extract rational information that helps “follow the money” and “follow the preference,” but also emotional interests. Emotional connections with the product, brand or category.

The art of the question also lies in listening and the redirect…taking a path the interviewee establishes and working it is where contextual serendipity takes over. Don’t get me wrong, I have a battery of questions I use as thought starters, but the riffing is always good. It shows the interviewee is interested.

Questions that get people to warm up and open up tend to be less rational. I use one question with company management that goes something like this, “Fast forward one year, after we’ve worked together, and everything has gone beyond your wildest expectation, tell me what we’ve accomplished?”  Here’s a new one I came up with while reading the paper today. It sounds a little goofy and simple but I’m going to try it.  “What are your dreams for this company?” It may be one of those “idea to have an idea” prompts, but in the c-suite, with different department leaders answering, it may prove telling. Stay tuned.

Peace.            

 

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