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December 03, 2010 at 07:00 PM
Last week’s “3 steps to cloning your best clients?” ended talking about requesting an interview with your best clients to determine how to reach more clients just like them. Here are the next steps:
1. Determine the value you bring. Here’s a gutsy way to start the interview: “On a scale of one to 10, where am I with you right now?” or, “What about your financial situation keeps you up at night?” Follow that with, “Is our current plan addressing your concerns, or do you think we need to make some adjustments?” Ask why they do business with you and what attracted them to you in the first place.
Note: Consider recording these interviews. You’ll be able to capture everything your client says without taking notes.
2. Brainstorm for introductions. Begin by telling your client you want to meet more people like them. Show them your ideal client profile. Ask, “If you were me, how would you go about trying to meet people like yourself?” “What would you say to them to get their attention?” “What’s a compelling reason for someone like you to take a timeout from their busy life and sit down with me?”
