Field Notes Inside an Integrated Communications Agency

People judge how smart you are by the questions you ask. That was the assertion of an executive coach I heard at a recent event. I've heard this before, so I started thinking, How do you ask smart questions?

I prompted co-workers and friends for suggestions. I looked through business books. I Googled. I even posted a question on Twitter. I eventually distilled all the answers into six tips:

Do your homework. Before you start asking anything, get as much information as you can in advance. Your questions will be better informed. (I imagine this is how you ask questions that make you look smart.) Plus, if you build your questions from a base of information, you'll come away with more knowledge in the end.

Ask follow-up questions. Even the simplest question 'Why?' can turn deeper insights. Asking for elaboration on an answer, 'Can you say more about that?' provides more clarity and demonstrates that you're listening.

Go to the source. Make sure to ask the right person for the right answer. Knowing who to ask is just as important as knowing what to ask.

Get different perspectives. Most problems are like an elephant. The answer changes depending on your view. While it is important to go straight to the source, it's also helpful to get different points-of-view.

Envision your end state. Before you ask questions, have a clear objective. Frame your focus questions around getting answers that will help you accomplish this goal. You can also use questions to help others envision your goal, What would it take to accomplish this?

Know when enough is enough. There comes a time when you have to go with the information you have. Even the most patient people will tire of questions. Know how to read the signs: fidgeting, a glance at the watch or a click on the Blackberry, and move on.

These six tips are just the start. In the spirit of the topic, I'll end this post with a question: Know any good suggestions for asking smart questions?

After a recent trip to the grocery store, my wife commented how genius the stores are to be selling recycled, reusable bags.

“Huh?” I said. “Smart yes, but genius?”

My wife believes that permanent bags reduce the stores’ cost in buying paper or plastic bags. Okay, I get that. She also believes the shopper has to buy a branded one from each store.

Again,“Huh?”

“I feel uncomfortable taking a Harris Teeter bag into Trader Joe’s. I bought at least one from each store” she says. She went on to say that it’s genius to SELL them, not give them away. Most cost a buck or two, so cheap enough to impulse buy but with enough value to keep– unlike its paper or plastic cousin.