The power of asking more questions

In this episode, we’re diving into one of the most underrated tools we have as extension practitioners: asking questions. It’s easy to get caught up in sharing our technical expertise with farmers, but research shows that the simple act of asking questions—especially follow-up questions—can actually make us more effective at helping farmers improve their practices.

We’ve explored using questions in previous episodes. We’ve covered using prequestions for videos, asking better questions and asking smarter questions. The concept we’re focusing on here is that asking more questions, particularly ones that show interest in the farmer’s own experiences, significantly enhances how we’re perceived. A study published by a team from Harvard University in 2017 found that people who ask more questions, especially follow-up questions, are seen as more likeable and responsive by the person they’re talking to. This process builds trust, which is essential for us as enablers of change. If we can build stronger relationships through conversation, we’re more likely to have an impact on the decisions farmers make.

How does this play out in practice? When we’re on-farm or at a field day, it’s easy to slip into the role of the expert, eager to share what we know about our topic or field. But by taking a moment to ask questions that show we’re genuinely interested in farmer’s experiences, we can engage them more deeply in the conversation.

Imagine we’re visiting a farmer to discuss new irrigation techniques. Instead of launching into a spiel about the latest technology, we start by asking, “How’s the system you’re using now working for you?” and then follow up with, “What have you found to be the biggest challenge with it?” By doing this, we’re signalling that their experience matters, and we’re more likely to uncover the real issues they’re facing. This also opens the door to a more collaborative discussion about solutions, rather than a one-sided delivery of information. This is actually putting adult learning principles into action! 

Another example could be during a peer-to-peer group meeting. We’ve all been there—standing in front of a group of farmers, giving a presentation on the latest research or techniques. Instead of just presenting information, why not first ask, “What’s been your experience with managing this issue?” and follow up with, “What strategies have you found effective, and what’s still challenging?” This approach not only engages the farmers but also allows for a rich discussion where they can share their own insights, learn from each other, and become more invested in the outcomes. We can then use those insights to shape our advice more effectively. Topping up, not tipping in!

The beauty of asking questions, especially follow-ups, is that it gives farmers the chance to share their thoughts, concerns, and experiences. This can be particularly helpful when dealing with sensitive topics, such as mental health or financial challenges.

Research tells us that people often don’t realise how much of an impact asking questions can have. The team from Harvard University discovered that individuals tend to focus more on expressing their own views and often don’t think to ask questions, let alone realise it will make people more willing to listen and trust them. As enablers of change, harnessing this insight creates an environment where farmers feel valued, understood, and more willing to engage with the changes we’re promoting.

In practical terms, there are a few ways we can all work on improving how we ask questions. First, be genuinely curious. It’s easy to ask surface-level questions, but follow-up questions show we’re really listening. If a farmer tells us that they’ve been trialling a new approach to weed control, don’t stop there—let’s ask them, “What’s been the biggest difference you’ve noticed?” or “How do you think this compares to the methods you were using before?” These types of questions demonstrate that we’re invested in their success.

Another practical tip is to leave space in conversations. Don’t feel like we have to rush in with the next piece of advice or information. Let the farmer think, and give them the opportunity to share more. Silence, in these cases, can be our ally—it shows we’re not just waiting for our turn to speak but are truly engaged in what they’re saying. We like the rule of thumb that it’s good to count to five silently in our heads, to give enough silence but without it becoming awkward. 

Finally, use questions to foster collaboration, not just to gather information. Farmers are often more likely to embrace new practices when they feel they’ve been a part of the decision-making process (just like all of us!). Asking, “What do you think would work best in your situation?” helps farmers take ownership of the change, making it more likely they’ll adopt and stick with it.

Well, you’ve read our thoughts about using questions effectively, and now we’d like to hear your ideas. Add a comment below and tell us about your experiences with asking questions in your work as an enabler of change, including any tips and further ideas about it. We don’t want this to be just a one-way conversation—join in by sharing your thoughts and ideas with us! 

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Resources

Huang, K., Yeomans, M., Brooks, A. W., Minson, J., & Gino, F. (2017). It doesn’t hurt to ask: Question-asking increases liking. Journal of Personality and Social Psychology, 113(3), 430–452. https://doi.org/10.1037/pspi0000097