Using Whitepapers to Solve Pain Points for B2B Buyers
Posted: Wed Jan 29, 2025 3:29 am
In my book and on this blog, I’ve spoken about the types of discovery questions that buyers like answering the most (according to science).
But there’s one particular open-ended discovery question that I always recommend to my clients. And the best part is, you can actually build your own version of this question from scratch using a tool I call my “open-ended discovery question builder”.
The reason why this strategy works so well gambling data belarus is because it’s so simple, yet it ticks the boxes on the three most important elements of a good discovery question:
Focus: they help you get to the heart of the problem
Alignment: they help determine if you can actually help them
Novelty: they sound different and are fun to answer!
Let me share the formula with you first, then I’ll break down why it’s so impactful.
Open-ended Discovery Question Builder
The formula for building your own version of this question is simple. You ask your customer to finish this sentence:
“I could [INSERT GOAL] in [INSERT TIME HORIZON] if .”
Step 1: based on the information you’ve gathered from the customer thus far and the context of your discussion, fill in the first blank with an outcome they’re trying to drive. For example:
But there’s one particular open-ended discovery question that I always recommend to my clients. And the best part is, you can actually build your own version of this question from scratch using a tool I call my “open-ended discovery question builder”.
The reason why this strategy works so well gambling data belarus is because it’s so simple, yet it ticks the boxes on the three most important elements of a good discovery question:
Focus: they help you get to the heart of the problem
Alignment: they help determine if you can actually help them
Novelty: they sound different and are fun to answer!
Let me share the formula with you first, then I’ll break down why it’s so impactful.
Open-ended Discovery Question Builder
The formula for building your own version of this question is simple. You ask your customer to finish this sentence:
“I could [INSERT GOAL] in [INSERT TIME HORIZON] if .”
Step 1: based on the information you’ve gathered from the customer thus far and the context of your discussion, fill in the first blank with an outcome they’re trying to drive. For example: