If there were ever a single question that drives continual business, “What’s next?” would be it. It sounds simple, but the effect it has as a question is enormous. It’s an open question, designed to keep the momentum going from one sale or relationship right on into another.
Consider a pure sales environment. You’ve just sold a widget to a new customer. Do you simply move on, looking for the next customer? The sad truth is that most people do. What happens if you ask the simple question, “What’s next?” to each and every customer? Chances are, you might get a reasonable amount of additional sales in areas such as implementation. Even if you get nothing, engaging the customer in conversation about their new widget serves to build the relationship, and relationships are what sales is all about.
The utility of this question isn’t limited to sales though. Consider a consulting model, where a customer engages you to provide a high level technical design. Sure, you could simply deliver the customer a glossy report. But, why would you miss the great opportunity that asking “what’s next?” presents? You might present the design, ask what’s next, and end up with a six figure deal for implementation. If you don’t ask, you don’t receive.
You see, if you present the customer with options, you move them into a state of mind where you are working together on what’s next. Fostering that type of engagement where the customer and the provider collaborate in developing a solution.
This question really is so simple and effective. Don’t ask it verbatim. Mix it up, throw it in where it seems to fit. Every time you don’t use it, you leave money on the table. Every time your staff don’t to it, they leave money on the table. It makes sense for you to be aware of when it makes sense to ask this question.