Predictive questions are questions that can lead to better recommendations. By asking your customers the right question, you can more easily connect them with the right product or the right service. The two questions might not even seem to be related.
The predictive question, “Do you like to dance?” correlates with, “should you switch to a Mac?” I heard that example in a session at SXSW. I think it was Making Content Relevant.
At the liquor store we ask, “Do you sweeten your tea?” to find out what type of wine customers might like.
Because the predictive question seems unrelated to the purchase decision, it can feel less intimidating to the customer, and easier to answer.
What seemingly unrelated questions might lead you to better answers for your customers?
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Becky started Small Biz Survival in 2006 to share rural business and community building stories and ideas with other small town business people. She and her husband have a small cattle ranch and are lifelong entrepreneurs. Becky is an international speaker on small business and rural topics.