Why? Why ask Why and How it Can Change Your Business

Here’s the Queen of Qualifying Questions: Why?

I used to work with a project manager at a tech firm and, to my great annoyance, that was his favorite question. Why?

“We need to build a new database to track courseware inventory,” I’d say.

“Why?” he would ask.

“Why? Why? Isn’t it obvious?” I would scream in my head.  “Uh…because we’re getting so much courseware we are losing track of it.  If we don’t return unopened courseware by a certain date, then we eat the cost.” 

“Ok,” he’d say. “Let’s schedule a meeting and discuss it further.” 

Years later, I’ve learned the value of the Queen of Qualifying Questions.  Annoying as it is, obvious as the answer may be, you need to ask it. Every day. To everything: Why?

• Why are you creating a website?
• Why are you investing in a new accounting system?
• Why are you hiring another sales representative?
• Why are you writing a business plan?
• Why are you doing any marketing?
• What you trying to market?

By asking the Queen of Qualifying Questions, I’ve actually eliminated unnecessary projects. 

I’ve also found greater purpose in other projects.

Ie. Here’s my internal dialog around the use of Twitter:

Why am I using Twitter?  To experience Twitter since I’m in the marketing business. Well, that’s not very motivating.  To share important marketing news.  No. To share important marketing tips and advice.  With everyone? With specific people? Well, other marketing people don’t need my advice.  No, my energy is really for small business.  They need solid resources for building their businesses and I would like to be one of those resources either by sharing valuable information or becoming their go to person.  Ah…so why am I on Twitter? To share quality marketing tips and advice with small business owners. 

And that guides me every time I post something on Twitter.  It guides me on what to research for it too.  I no longer feel compelled to post anything and everything. I also no longer feel lost about what to put on Twitter.  What a relief!

Then, I started asking Why everytime I got a new client project. “Why are you creating a new campaign?”  or “Why are we creating a marketing plan for this product?”  And, wow, some great things have started happening!

Get the beauty of the Queen of Qualifying Questions?

Dear Small Business Owner:

Try this for one day. Before you say “yes” or “no” to a new project, first ask, “Why?”

Let me know how it goes.

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