Needs & Wants are OK, But Problems Are Even Better

It is essential to Discover Wants and Needs in your initial conversation with a potential client. As you are brainstorming your questions, consider asking, “What keeps you up at night?”, “How does that impact your bottom line?”, “What is your biggest challenge as you are marketing your product or service?,” “How would you like to increase_____, decrease_____ , achieve _____?”

The goal is to have the right information to make recommendations for next steps. And better yet, set the tone, so at the end of the conversation, they ask, “When can we start?”

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