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What is the primary reason new clients or customers come to you? Some examples would be quality of your product/service, referrals from current clients/customers etc. *
How are these people feeling when they first reach out to you? Are they frustrated because they've been let down by another business? Are they excited to find your business? *
How are they feeling (or how do you want them to feel) after they reach out to you? *
How are they feeling after they have actually worked with you or have purchased your product from you? *
What are the issues potential clients say they are facing when they come to you? (We ask this because it is important to speak to potential clients the way they speak about themselves. So even though you know they are coming to you because they feel frustrated and overwhelmed, they may say they are coming to you because they want XYZ. If you don’t use the language they themselves use, they may not identify with it.)
Does that ever differ from the actual issues they are facing? (For example: if you were a personal trainer, they may come to you and say they want a smaller waist. But you discover that they primarily want to feel more confident about themselves, and they believe a smaller waist will accomplish that)
What is the most common feedback you receive from happy clients or customers?
What do you think makes you different from your competitors?
If I was your ideal client or customer, why should I work with you/buy from you?
What are you most proud of as a business?
If someone wants to work with you/buy from you, what does this process look like? (This should be a high-level overview, in 1-5 steps)
What are some reasons someone might not want to work with you/buy from you? What might turn them off?
What is your favourite product/service that you sell and why?
Tell me about your business in the way you would explain it to a friend.
What is one thing you think people should know about your business?
Is there anything else I should know?
