In the final analysis, I learned that there is no such thing as the correct answers; it is only perspective. Michael J. Marquardt, Leading with Questions
While I can already hear a hundred engineers drawing breath to start disputing that quote, let me first say I also mostly don’t agree with it. However!
Here’s a new perspective: when it comes to the skill of illustrating your value to a client it’s [the questions you ask them that generally help you the most, not the answers you give].
And I don’t mean the answers you can provide one day, with enough data, I_F they decide to hire you at all_. Those are valuable. But before you can get to that, you will get asked to answer questions to help their buying decision.
To be fair, while the potential deal still hinges on reputation alone:
– What answers can you give at that point?
– How useful are they to the client?
– What will set those answers apart from those of your peers?
I’m not saying “avoid answers”— give enough of them to demonstrate your expertise and keep the client engaged.
The rest? Replaced with questions of your own.
Questions amplify perceived value by showing off the aspects of the client’s situation that have previously been hidden. They will get the client to realize that you understand some aspects of their situation better than they do, which builds trust and positions you as their advisor, not extra staff.