Q #23: Which are the best questions to ask when meeting with a prospective client for the first time?
In this series, Bob Morris poses a key question and then responds to it with material from one or more of the business books he has reviewed for Amazon and Borders.
Andrew Sobel is the author of All for One: 10 Strategies for Building Trusted Client Relationships. In it, he offers excellent advice. For example, which are the best questions to ask when meeting with a prospective client for the first time?
1. What is the most valuable way we can spend this time together?
2. What are you most curious to know about me [or my firm]?
3. What is most important for me to know about your company?
4. How is your company reacting to [a recent and major development in its industry, competitive marketplace, etc.]?
5. Which of your competitors do you admire most? Why?
6. What do your competitors most admire about your company? Why?
7. What is the single greatest opportunity does your have in the next 6-12 months?
8. What are the greatest challenges your customers now face?
9. What specifically is your company doing to help them respond to them?
10. If I [or my firm] were to have the privilege of working with you, on what would you want me [us] to concentrate immediately?
Here is a link to Sobel’s Web site: http://www.andrewsobel.com/
Comments, questions, requests, or suggestions? Please share them. They will be most welcome and I thank you for them. Best regards, Bob