How does Barbara Walters, a quirky reporter with a charming
accent, outdo other interviewers? Simple-she knows how to ask the
right questions so the people she interviews will reveal what they
normally wouldn't share.
Approach your business intelligence gathering as if you are an
ace reporter. Think logically about your challenges and how they
affect your business. Then create a list of questions that will
help you get from where you are to your ultimate goal. Do not judge
or dismiss any ideas; pay attention to the responses you receive,
and build your path to success.
To make smart requests so people are inspired to deliver the
answers, you need to:
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1. Be specific. People are busy. Don't waste their
time by explaining your back story. In reality, people want to know
right now how they can help you. Define the most immediate
challenge that is stopping you from moving ahead. If there is more
than one obstacle, start with the biggest one. Then create your
list of investigative questions. When you're focused, people
find it easy to help you.
2. Realize it's OK to ask for help. Remove the common
notion that you must go it alone. Many entrepreneurs feel that if
they need help from others, it's a sign of weakness. Getting
help is smart-even the perfectionists among us can benefit greatly
from exploration. Stop overthinking your situation, and learn to
appreciate all the ideas and contacts people have to share. This
information will help you achieve success faster than you could
ever imagine!
3. Recognize that there are many "right people" to
ask. You never know who will have the ability to help you
resolve an issue. Start by asking people you trust as well as those
whom you find interesting. If someone can't help you, don't
become discouraged-approach the subject from a different angle.
Instead of asking "Do you know anyone who reps gift
lines?" try "If you were looking for reps, who would you
ask?" Hone your investigative skills, and get the information
you need to succeed.
4. Avoid complaining about something as a covert way of
asking for help. We often complain about a situation, hoping
that someone will offer us advice to make it better. Negativity
rarely results in anyone caring enough to help, though-so stop
trying to disguise your requests. Turn your complaints into direct
requests for help, and then watch how your support from others
increases.
5. Remove the personal aspect of making requests by asking
for referrals, not answers. By not making direct personal
requests, you open a world of possibilities. Simply state "I
am trying to achieve this. Do you know anyone who can help?"
Your lifelong career as an investigative entrepreneur will go much
more smoothly when you go to your friends, family and colleagues
with both realistic requests and the right questions.
Editor's note: Looking for our "Countdown to
Startup" series? We've compiled it into one easy-to-use
feature. Click here
to read it.
Speaker and consultant Romanus Wolter, aka "The Kick Start
Guy," is author of Kick Start Your Dream Business.