Making Clients Happy: The Most Important Questions to Ask Your Clients
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- เผยแพร่เมื่อ 17 ธ.ค. 2019
- We all want loyal clients who are satisfied with our work, but what does it take to make clients happy? First, you need to know your measurable indicators of success before starting the project.
I'll walk you through the process in this video. Today, I'm sharing the most important questions to ask your client during your sales interview.
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Clearly understanding the art of the "why" is the real game-changer.
Anyone else obsessed with the voice of this guy?
LOL! Thanks 🙏
Thank you for this Jonathan!
This is GOLD!
Good morning Jonathan, I thoroughly enjoyed the session. I totally agree what you have presented. Thank you.
Awesome stuff as always!
This has been a really useful information session. Thank you Jonathan!
Thank you! You just earned a Subscriber.
in these videos i see clients that are perfect for conversations….never met them yet, unless they are naive people
When is the new SHURE/BOOM/PROCESSOR setup going to happen?
You recommend asking "How do you measure success, what kind of metric will you use?" How can I apply that to logo design, what would be a good answer for logo design? I have trouble receiving a solid answer that is not wishy washy.
Thanks Jon, I love when you use logo design as an example, super helpful.
Jesse Ellert he probably has a bunch of videos on this.
But the answer to this question is not by asking or even talking about a logo. When a client comes to you asking for a logo, you shouldn’t even talk to them about the logo on the phone. You should uncover why they think they need a logo. “We want to appear more high class because we are losing sales to a cheaper brand.” Stuff like that. Uncover the why of their self diagnosis. Then you suggest that if you solved this problem, how much it would be worth to them? That’s how you get them to say “oh it’ll make us $100k~ because that’s what we are losing to these cheaper brands.” That allows you to then continue the value conversation
#AskJonathan
Hey Jonathan,
In most cases my clients aren't looking for a consultant, instead, I reach out to them and tell them how I could potentially help out their business. This makes asking questions like "what are you trying to achieve" or "why do you want to to this" a bit weird since they weren't actively trying to achieve anything. Do you still apply these questions to those situations?
Because they’re not the ones to reach out doesn’t mean they’re not trying to achieve anything and don’t have any problems with it, you just have to find it out.
If they really don’t have a problem you can solve, they’re not qualified prospects.
That’s why I usually build some trust and rapport to see if they have a problem in the first place, and the complexity of it, once I’ve given some insights and positioned, I can ask what they’re trying to achieve, or what would change if they solved this, which is similar.
Hey Jonathan, great video and super informative. Question about moving the needle: do you always commit to the dream state? Or are also offer a more conservative result that seems more within reach ? I'm trying to gauge if as a freelancer I'd be shooting for a very ambitious goal or can negotiate something good but not ideal. Thoughts? Or is this the wrong way to think about it?
Commit to the needle you're confident that you can move.
💎
#AskJonathan
Hello Jonathan,
we are a app agency, got our first project about 100k with a value-based pricing (We suggested to include a shop in the app which would increase there profit about 400k). This included the design and development of the app. The problem was, that while the design phase the scope expanded about plus 100% and we turned back to a daily rate of 1300€.
How do you apply value-based pricing for projects, where the scope of the project is evolving during the project, like in app design?
One approach to this would be to only do the design on a hourly right, after the design is done the scope of the project is clear and we could do the rest with a fixed price. But this is kind of ripping the point of value-based pricing.
What would your advice be on that?
Thanks in advance,
Niklas