Denise Corcoran

Article Summary:

In order to truly reach your clients and prospects, you need to know the answers to these seven questions.

Questions You Need To Answer To Understand Your Clients And Prospects

Tired of investing time or money marketing your business and going nowhere fast? Frustrated by how "hit or miss" your marketing efforts turn out? Want to know the secret to multiplying your marketing results with greater precision and velocity?

"Thou shalt know thy clients and prospects ... inside and out."

Imagine in your mind's eyes a recent prospect. What do you know about that person? Anything, other than their name, phone #, etc.? Do you know what makes this person tick? Do you know their real needs and wants?

If you want to dramatically shift your marketing results, you must put yourself in your client's or prospect's shoes. You must know the nuances of their thinking ... their feelings ... their lifestyle ... their deepest desires ... their most anguishing challenges. You must get into their head. You must connect with their heart.

Here are the top questions to which you need to know the answers to:

1. What worries keep your clients awake at night, losing hours upon hours of sleep?

2. What are their deepest fears that stop them dead in their tracks, haunting their every thought and tying knots in their stomach?

3. What angers them most, gets their adrenaline going?

4. What do they most secretly, deeply desire?

5. What values are important to them in their business/life?

6. What criteria do they use in making decisions?

7. What kind of books do they read? What kind of TV shows do they watch? What is their home like? How do they spend their leisure time? What is their lifestyle like?

If you take the time to know the heart, head and soul of your potential clients, the payoff in your marketing results will be huge.

First, answer the above questions yourself to test your knowledge of your targeted markets. Then ask these same questions of 5+ prospects/clients in each market. Other sources for this info: check out the "hot topics" and ads in publications targeted to your markets. Use this information in your marketing communications and strategies for reaching your market.

Denise Corcoran - CEO, The Empowered Business™ - is a Business and Leadership Coach, Business Strategist, and Master NLP Practitioner. Her latest book is "The Mindset of Greatness: 21 Principles to Unstoppable Success... Oprah Winfrey Style!". Learn the legendary secrets of top business achievers. To subscribe: click here, or for more information visit Empowered Business.com.

Read all advice by Denise Corcoran; Find more Entrepreneur experts

More advice on Entrepreneur
» Creating Multiple Streams of Income
» Should You Be Changing Your Business Model?
» all Entrepreneur articles