The Four Why's to Ask a Buyer

To derive deeper insights from buyers, it's crucial to ask the four key questions post-purchase. First, inquire why they chose to buy now, identifying a specific trigger that influenced their decision. Understanding their timing provides valuable context. Second, ask why they selected your offering over competitors to uncover differentiators that can strengthen future messaging. The third question focuses on evaluating their current performance on a scale of one to ten. This rating itself is less important than the follow-up inquiries. The fourth question delves into why their rating isn’t higher, revealing gaps and areas of improvement. The opposite should also be explored: why their rating isn’t lower, highlighting strengths they recognize. This dual approach uncovers both deficits and successes, yielding actionable insights not just for the individual buyer but for refining strategies aimed at attracting new clients.