When I work with my clients or even when I meet people at networking events I am always keen to know what kind of clients they love working with. Sometimes when I am working with my clients on a one to one sessions and their business is at that stage where they really need some guaranteed income, some financial security it is a case of asking a more specific question like, what kind of clients would bring you in the that kind of income in that time frame?
Why do you need to know what kind of clients you want in the next 6 months? The easy answer is then you will focus your attention, you will know who to follow-up after networking, you will know who to ask others to find for you and you are more likely to succeed with all that in place.
So here are some of the questions we ask our clients to do in preparation for one of our sessions at The Listening Post a monthly Networking Training Programme, with a qualified facilitator asking more specific questions when necessary.
- What kind of client do you love working with?
- Is there anything else about that client?
- Whereabouts is a client like that?
- Is client A the same of different to a client that would make your business financially viable?
- If yes how would I know client A?
- What kind of things would client A being saying or doing?
- What kind of challenges would client A be facing right now?
- And when client A works with you what happens next?
Being clear about the kind of clients you “love” working with ensure you are introduced to the kind that will make your business credible and viable.
Step 2 Be prepared to ask questions and be interested in looking for clients for other people. You could ask the questions as above but as my training explains they are quite probing questions so not a good idea without permission. What kind of questions could you ask to find out more and to be comfortable to introduce your clients, friends and families to them.
Step 3 Ask questions, listen to and be interested in any challenges they maybe facing right now in their business or personal life if that is appropriate for your service. You will be surprised how often this results in you either being of help to them directly or you can recommend someone who can help.
Whichever way it works out you will have someone who is really happy they met you and very likely to recommend you in the future. This is all good for business.
What needs to happen for you to listen and be interested for longer than you would normally? only mentioning what you do if they ask you directly or you genuinely believe that they have indicated a need for your service. Please share your networking experiences below
Thanks for listening