Making things happen is all about the questions - Adrian Fleming Visit: http://AdrianFleming.com for more video training and to listen to his Podcast For me the most important part of being an entrepreneur and marketer is the question. Questions are something that we all ask of ourselves and others and are something that it’s almost impossible to take notice of and as such they are incredibly powerful in almost every area of life, especially if you are entrepreneurial. http://adrianfleming.com/questions-you-ask/ Let’s start with the fact that before you take action you ask a question, so if you want to try something new, you will not only internally ask questions but also ask questions of others on the subject to confirm or dispel you internal opinions. If you ask yourself are you happy with your current financial situation you can almost instantly get an answer, it may not be right but it is based on your feelings. http://adrianfleming.com/questions-you-ask/ If you then wanted to change your financial situation then you ask another question, such as “How do I change this situation?” You see questions generate opportunities and give us the ability to choose between options and we humans actually love a choice, when we don’t feel we have a choice then we get frustrated, stressed and all sorts of other negative feelings creep in too. http://adrianfleming.com/questions-you-ask/ What about in marketing? Well you can use the question to trigger a response from a prospect because when you ask a question and somebody will act on it, they may not give you the answer but they will process the question and that has real power in marketing. So what does this concept of using questions mean to people like you and I, people who are entrepreneurs? Well the strategy to take away form this is that results are the outcome of asking the right questions and using those questions in the right way, let me give you specific examples. http://adrianfleming.com/questions-you-ask/ As an entrepreneur, we should always be striving to, as I put it, move the game on, differentiating yourself from the competition and avoiding the problems associated with competing on things like price in your chosen market, so the question I ask multiple times a day is – How can I improve that? I also ask how can I add more value to the customer here? Each of these questions makes the assumption that improvements can be made and that I can make them, both simple concepts but both very powerful because I’ve realised that when I ask myself a question I open up to new possibilities and opportunities and the more of those I have the better. For more free training visit: http://adrianfleming.com/ To listen to Adrian's Podcast vist: http://adrianfleming.com/podcasts/ For Adrian's Entrepreneurs book visit: http://TheEntrepreneursBook.com

1. making things happen is all about
the question

2. I’m Adrian Fleming and for me the
most important element when living
and working as entrepreneur and
marketer is the question.

3. Questions are something that we all ask of
ourselves and others and are something that it’s
almost impossible to not take notice of and as
such…

4. …they are incredibly powerful in almost every area
of life, especially if you’re entrepreneur.

5. Let’s start with the fact that before you take action
you ask a question.

6. If you want to try something new, you will not only
internally ask questions but also…

7. …ask questions of others on the subject to
confirm or dispel you internal opinions.

8. If you ask yourself “Are you happy with your
current financial situation?” you can almost
instantly get an answer; it may not be right but it is
based on your feelings.

9. If you then wanted to change your financial
situation then you ask another question, such as
“How do I change this situation?”

10. You see questions generate opportunities and
give us the ability to choose between options, and
we humans actually love a choice…

11. …when we don’t feel we have a choice we get
frustrated, stressed and all sorts of other negative
feelings creep in too.

12. What about in marketing and questions?

13. Well you can use the question to trigger a
response from a prospect because when you ask
a question people will act on it.

14. They may not give you the answer but they will
process the question and that has real power in
marketing.

15. So what does this concept of using questions
mean to people like you and I, people who are
entrepreneurs?

16. Well the strategy to take away from this is that…

17. …results are the outcome of asking the right
questions and using those questions in the right
way. Let me give you specific examples.

18. As an entrepreneur, we should always be striving
to, as I put it, move the game on, differentiating
ourselves from the competition and…

19. …avoiding the problems associated with
competing on things like price in our chosen
markets.

20. So the question I ask multiple times a day is…

21. How can I improve that?

22. I also ask “How can I add more value to the
customer here?”

23. Each of these questions makes the assumption
that improvements can be made and that I can
make them…

24. …both simple concepts but both very powerful
because I’ve realised that when I ask myself a
question I open up to new possibilities and
opportunities …

25. …and the more of those I have the better.

26. What about in a sales and marketing context, well,
just think what would happen if you just asked a
prospect…

27. what do you want?

28. It doesn’t matter on what subject, if they give you
an answer you then have a place to work from.

29. The other type of question you can use is a
leading question, where you are looking to stop
somebody in their tracks and get them to take
notice.

30. A great way to do this is just by saying…

31. are you…

32. or even…

33. how to…

34. The “How to…” statement may not be a question,
but it does suggest you are answering a
question…

35. And if it’s a question your target would like
answered they will take action.

36. So if I asked you “Are you happy with your current
income?” this will cause you to answer yes, no or
some derivation of this…

37. And if my next line is right, I can entice you to take
action, depending on what I am looking to provide
you and…

38. …whether I want to talk with people who answered
either yes or no.

39. If I said “How to make more money while working
less hours”….

40. …this assume that you are interested in this
statement and want to know more…

41. …if you don’t want to work less or earn more then
you will not take action and that’s OK too.

42. So you see, the power of using questions on a
personal and marketing level can’t be
underestimated.

43. So I encourage you think of questions you can ask
to all those people around you and also that you
ask yourself that can have a positive impact in
almost everything you do.