A good guideline for asking your client questions to understand her marketing needs and how you might be able to help her is:

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Your client wants to improve his ad positioning. You recommend that one way he can do this is by increasing his bid amount. Why is it a good idea to also explain to your client how this will benefit him?

  • ask questions only if you did not gather enough information from your pre-call planning.
  • ask “yes” or “no” questions to show credibility and avoid confusing the client.
  • ask questions about the client’s current situation, desired situation and expectations.
  • uncover the client’s pain points so you can use them against her later.

The correct answer of this question is: ask questions about the client’s current situation, desired situation and expectations.

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