How to Quickly and easily read the minds of your prospects

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 guess work 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, 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:

  1. 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?
  2. What’s your biggest challenge with ———-? [Fill in the blank. Examples – buying stocks, buying insurance, losing weight, making money, finding a job, etc.]
  3. What are the problems that your biggest challenge is causing you right now? Please explain.
  4. 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, or 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 for 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.

If you want to discover more about surveys, check out and I just might have a nifty product that I’ll tell you about in a few weeks, stay tuned…


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Your Singing Frog Won’t Make You Rich If Nobody Sees It!

There’s an old cartoon that taught me an interesting lesson. Odds are, you might have seen it a thousand times, but I bet you’ve never watched it as a learning tool for your business!

In the cartoon, a man is down and out on his luck. Then, one eventful day, he finds a frog. But this is no ordinary frog… it can sing and dance!

The man immediately sees dollar signs and realizes this little green guy will make him rich! So he rents out a theater and puts a sign in front of the building, saying “SINGING FROG!”

Well, nobody comes to watch it.

So he thinks for a bit, then puts up a second sign that says, “FREE ADMISSION!”

Still, nobody comes to see his great singing frog.

As a third try, he makes a sign that says, “FREE BEER!”

As soon as the sign is up, the crowd pours in, running over our poor entrepreneur.

So what’s the lesson in this little cartoon?

First and foremost, the main character found a great product (a singing frog!) and he knew he needed to get it to an audience.

He also understood a very important rule in marketing: Give them something for free!

And he learned that it’s not just the act of giving something away that matters. The next step is you have to give them something they want. AND, give them something of VALUE that they’ll appreciate and can use in their business.

Giving them something for free is the best tool to show them that they can trust you to treat them right. If you throw up something with no value and scream about how it’s “Free!” they might sign up, just to give it a shot. You’ll get their contact information.

But as soon as they realize that your “free” item has absolutely no value to them, you’ll lose the client… and that defeats the point of getting their contact information.

Our cartoon has one more important lesson:

Know your product! Our cartoon friend didn’t test his product and all his startup costs were wasted. He found that frog and immediately sold it to the public.

And we all know what happened next. The frog only sang when he was alone with it!

So the next time you’re preparing your next product launch, or big promotion, remember what we learned from that old singing frog:

If you’re giving away something for free, make sure it’s something of value… and that it solves a problem that your prospects have and something they can use. (And remember, if you don’t know what keeps them awake at night or what problems they’re having, create a survey, ask them and find out!)

After all, what’s the point of a singing frog if nobody sees it sing…

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