I used to think it’d be really cool if I had this magical power to read people’s minds. I mean how cool would that be, right? It certainly would take a lot of guesswork out of what I do with my clients! In fact, one of the main questions I ask my clients is to tell me what keeps their prospects awake at night and what are their prospect’s biggest fears and frustrations. Nine times out of ten they can’t answer this question, which is not out of the ordinary. One of the biggest things I work on with my clients is honing in on “Who” their ideal client really is, and what are their frustrations, fears, and worries. Once we know what makes them tick, it’s so much easier to sell to them.
So that’s why I wanted to share this idea and show you how to quickly and easily read the minds of your prospects. You don’t need any magical powers or 6th sense to read your prospects’ minds and find out what makes them tick. Nope, all you need are a couple of tested and proven questions that you simply ask them – and they will TELL you. It’s really just that easy…
Here are some terrific questions to ask them:
- If you had a magic wand and were able to wave it over your business to change anything, with no effort or cost involved, what are the 3 problems it would magically fix?
- What’s your biggest challenge with ———-? [Fill in the blank. Examples – buying stocks, buying insurance, losing weight, making money, finding a job, etc.]
- What are the problems that your biggest challenge is causing you right now? Please explain.
- What are your biggest frustrations or worries when it comes to ———- ? [Fill in the blank. Examples – making money, having a successful business, buying car insurance, paying your taxes, etc.]
Send your clients or prospects an email with one or two questions and get them to reply, it’s really that simple. You can entice them by promising a free gift when they answer, something that they can easily download like an ebook, mp3, or maybe a flow chart, and something of value. And if you want to go a step further, you could use an online survey tool like www.surveymonkey, www.oneminutepoll.com or www.zoomerang.com to put your questions on and send out an email with the link.
Getting at the heart of what makes your prospects and clients tick has never been so easy. I ought to know. It was 16 years ago that I was a Market Research Analyst, working for a big Fortune 500 company. That was BEFORE the internet, and we did all of our surveys by snail mail. We actually got a pretty decent response rate. For more important surveys we offered $10 gift certificates and that boosted our response. We had a huge operation and data entry people and used big sophisticated stats programs like SPSS to crunch the data. I discovered a lot in my 3 years in market research and creating surveys. And I am thrilled how the internet has made it incredibly easy to ask questions and get at the pulse of your prospects and clients.
So don’t assume you know your prospects. Why not find out from them by sending a quick survey? I promise you’ll be totally surprised by some of your responses and it will help boost your business in the process.