Impact and Value Questions
Once you've gone through the 3C's, you're more likely to have earned the right to probe deeper into their business outcomes.
There are two types of probing questions you can use to understand what success means to your clients:
- Impact questions reveal the impact these challenges have on your client. "How much time do you waste using manual processes?"
- Value questions clarity the benefits the client could achieve by helping to solve their difficulties. "If we could reduce the manual tasks your team does by 10%, how would that benefit you?"
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