In an expertise-based business, control over the outcome of your client relationship is often defined by how successful you are at gaining access to what your client knows about their customers.
See if this helps:
Soon after the sale
But before the kickoff
Consider sending your client
One email
Every single week
Until the end of your engagement
And one week after
Where you directly
Yet gently
Firmly
Yet kindly
Sincerely
Yet lightheartedly
Ask your client one simple question
Concerning their customers and prospects
That you request
They kindly answer
In their reply.
I’m here,
Kevin
P.S. Whether you pose your questions in the context of a strict assignment or simply in the “P.S.” as part of a Weekly Update, automating the emails almost guarantees that you will finish the work on-time, on budget and with a testimonial worthy of your website.
P.P.S. If you want help, give me a thumbs up and I’ll reply with a short video and template.
PRO TIP: If you’ve got a certain business you want me to customize the video and template with, reply with that as well.