Asking better questions can help you align Sales, Marketing, and Thought Leadership silos to resolve customer pain points. Develop more effective sales strategies and write stronger case studies, RFP responses, op-eds, speeches, and website content. And if you're too busy to do it yourself, I can help. Original thoughts, plus I subscribe to 80+ newsletters and Google Alerts, so you don’t have to. Consider bookmarking the issue so you can come back to the links if you're too busy to read them in one sitting.
I've been recording and transcribing my interviews with a biomedical research institute client to help me better understand what they're saying and pick up on responses I might not have captured if I was feverishly taking notes. I've also been doing this when leading Zoom meetings with some other clients.
This helps me see how I can improve how I ask questions. It started by reading the transcripts and seeing how wordy I can be. I took a look at some of the recordings and saw the interviewee nodding early in the question because they knew what my question was. Transcribing really doesn't cost much and helps with personal development.
I'll admit I've said "shut up already" to myself. Perhaps it's nervousness or insecurity about my understanding of the subject, even when I've prepared well or provided questions to the client in advance. Preparation is important because it tells the other person you're ready and that this isn't your first rodeo, even if it is. It also lets you go off-script because you're listening to the answers.
When I present, I put the words "SLOW DOWN" at the top of each page. As a reminder, I write "KEEP THEM SHORT" at the top of my list of questions. This works whether it's a 1:1 interview or a Zoom team call.
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At the recent Content Marketing World in D.C., someone asked Ann Handley, How do I make ChatGPT’s output sound like it didn’t come from ChatGPT? Her answer -- which attendees "helped" her with, was "Hire a Writer." I've provided a link to a terrific LinkedIn post by Jay Acunzo with his perspective on the discussion, but I will say I'm wondering whether we've mainstreamed generative AI by overpublishing cheat codes on LinkedIn from so-called experts and by devoting huge chunks of prestigious conferences to AI, possibly to the detriment of improving the writing, research, and prospecting skills of creators.
If you've ever heard Tom Morris speak -- or read one of his 30+ books -- you know he gets his audience to reflect on their deepest values; improve their performance and leadership skills; and drive change both professionally and personally. His books and posts -- many of which build on his "7 Cs of Success" -- tie the wisdom of Yoda, Gandalf, Socrates, Dumbledore, and assorted superheroes to real-life thinkers like Steve Jobs, General Motors, and General Electric, and some of the world's most-winning athletic coaches. He's in the midst of completing a 25th-anniversary update of his book, The Art of Achievement. You can reach him by email here or on LinkedIn, where he posts on a daily basis. Tom stepped into the batter's box (we're in the MLB playoffs so...) to answer our questions.
Available on a number of streaming platforms, In Search of Greatness (2018) explores the role of creativity in the careers of the world's greatest athletes. It features original interviews with legendary athletes Wayne Gretzky, Jerry Rice, and Pele, and spotlights Tom Brady, Serena Williams, Michael Jordan, Muhammad Ali, Rocky Marciana, the Beatles, David Bowie, and Jimi Hendrix. The documentary also features interviews with authors and creativity experts Sir Ken Robinson and journalist David Epstein. This is so good I spent an extra 30 minutes on my stationary bike watching it.
From Brooklin Nash on LinkedIn: When (not if) a client churns, ask yourself two questions:
If the (honest) answer to both questions is “no”—move right along. Shit happens, but growth does, too.
From Dan Rockwell: Invest 10 minutes a day asking yourself these questions:
Reporters left behind as newsrooms contract are often overwhelmed and flooded with press releases on new hires and product releases and breathless story pitches on why Company X is so wonderful. You could help them instead by offering your executives or yourself as an expert on a topic that meets their needs for an in-depth piece. I've seen a jump in clients interested in a Media Bio that provides story topics where they can be an independent third source, a bio, examples of print and video interviews they've done, and contact information. Could you create one of these yourself? Sure. But do you have time and a template? If not, just hit Reply to this email.
I've been part of Josh Spector's Skills Sessions for the past year. Josh puts out incredible content, buthis hour-long webinars every other month are worth every penny ($50 for each one unless you subscribe for a full year). Here are three of my favorites (each is an affiliate link):
I welcome your comments on the newsletter or insight into the type of links you'd like to see. Drop me a note here. if you clicked on this on LinkedIn or had it forwarded, you can subscribe by clicking the button below.
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My weekly Frictionless newsletter coaches readers to ask better questions so they can resolve customer pain points. Think of me as Communications Windex -- an experienced ghostwriter and award-winning business journalist who supports executives and teams with lots of knowledge but a scarcity of time & resources to answer the questions their customers and prospects have. Between the newsletter and my services, I coach busy executives to POLISH their unique insights, transforming them into sought-after industry experts who drive visibility, trust, and revenues. I also help sales teams move prospects through the sales process more quickly. My tagline is "Answer Their Questions. Close More Deals." I subscribe to 80+ newsletters and Google Alerts so you don't have to.
STARTING LINE Quick reminder that I've got a survey to learn more about how this newsletter can help me help you. The average time it has taken readers to complete it is under three minutes. I helped a client last week whose most significant customer is up for renewal. She wanted help with questions she and her team should ask themselves (and the customer) during the early stages of the renewal. Allow me to share a few of them, keeping in mind these do have other applications than contract...
STARTING LINE Quick reminder that I've got a survey to learn more about how this newsletter can help me help you. The average time it has taken readers to complete it is under three minutes. I helped a client last week whose most significant customer is up for renewal. She wanted help with questionsshe and her team should ask themselves (and the customer) during the early stages of the renewal. Allow me to share a few of them, keeping in mind these do have other applications than contract...
STARTING LINE I'm going to eat my own dog food this week and ask you, in the immortal words of Jerry Maguire, to "help me help you." I'd appreciate it if you'd answer a few questions about this newsletter -- including the areas where you could use help asking better questions -- and about you, my subscribers. It shouldn't take more than 2-3 minutes and it will benefit both of usl. Thanks! I'll keep the rest of this short. My suggestion for the week is to consider the last time you updated...