If you want to figure out your client’s problems, you have to find the words THEY use.
And let me say this:
You will be shocked by how well you know your clients’ words
Even their tone
Why do you know them so well?
It’s part and parcel of being good at what you do:
Living inside your clients’ heads.
See if this helps:
If you can take a minute or two – don’t overthink it – when your clients come to you, how would they state their problem?
Basically in the form of complaints
Even to the point of whining.
Just as an exercise:
Try filling in these blanks:
Hey [YOUR NAME HERE], we got problems. Revenue is ____. We’ve got no _____ My people are ___. My business is ____. The ___ is completely ____. What the heck are we s’posed to do? Can you help?
Try to prompt as much of their words, phrasing, particulars as possible.
Here’s the thing:
If you can put your clients’ problems
In their words
As opposed to yours
They will recognize themselves
On your website
Heck, even your calendly invite questionnaires
And trust you.