"How satisfied are you with our services?"



Wrong question. Useless answers.

Here's what I should have asked:

"What business challenges are you currently facing that we might be able to help with?"

That simple change revealed $340,000 in additional revenue opportunities sitting right under my nose.

The Survey Strategy Shift:

Most customer surveys focus on satisfaction rather than opportunity identification.

Satisfaction surveys tell you how you're doing. Opportunity surveys tell you where you're going.

The Revenue-Revealing Questions:

 1. "What other vendors do you currently work with for business services?"

 2. "What challenges are you facing that you haven't found good solutions for?"

 3. "What services are you considering for next year?"

 4. "Which of our services are you not currently using that might benefit you?"

 5. "What would make you increase your investment with us?"

Why This Transforms Business Efficiency:

Traditional surveys measure past performance. Strategic surveys identify future revenue growth opportunities.

The Discovery Process:

One client revealed they were:

 * Paying $25,000 annually for marketing services I provided

 * Struggling with accounting issues I could solve

 * Planning a website redesign I could handle

 * Needing training programs I offered

They had no idea I provided these services.

Financial Performance Through Strategic Inquiry:

Opportunity surveys typically reveal:

 * Services customers are buying elsewhere

 * Unmet needs customers haven't solved

 * Future projects in planning stages

 * Budget allocations for new initiatives

The Implementation Framework:

 1. Design surveys focused on opportunity identification

 2. Send to all active customers annually

 3. Follow up personally on high-value opportunities

 4. Track revenue generated from survey insights

 5. Use data to improve service offerings

Business Optimization Through Customer Intelligence:

Surveys become market research that guides:

 * Service development priorities

 * Cross-selling strategies

 * Competitive positioning

 * Pricing optimization

Cash Flow Management Benefits:

Opportunity surveys help predict:

 * Future revenue potential

 * Customer expansion possibilities

 * Service demand trends

 * Competitive threats

The Follow-Up Strategy:

Survey responses require immediate action:

 * Schedule calls with high-opportunity customers

 * Develop proposals for identified needs

 * Create educational content about relevant services

 * Track conversion rates from survey to sale

Revenue Growth Through Systematic Discovery:

Regular opportunity surveys transform customer relationships from transactional to consultative.

The Competitive Advantage:

While competitors assume customer needs, you're actively discovering them through strategic questioning.

Earnings Improvement Reality:

The customers most likely to expand their relationship with you are the ones who are already satisfied with your current services.

Bottom Line Growth Through Strategic Curiosity:

Ask better questions, uncover bigger opportunities.

Your customers want to consolidate vendors and work with trusted partners who understand their complete needs.

Make it easy for them to tell you about those needs.