Think about your audience (aka target market or ideal client) and answer these questions:

  • What pains do they have?
  • What problems do you solve for them?
  • What solutions do you offer to alleviate those pains?
  • What goals might they have?
  • What do you do to help them reach their goals?
  • What results do your clients get?


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  • Buffie Blesi says:

    I love these questions because it is really all about them – not you! We all (including me) have a tendency to want to TELL people what we do instead of really listening to what our prospect needs. Our services can’t and won’t fit everyone. Find the connectors and success will follow.

  • These are so helpful. A couple of them could also serve as the basis for a conversation with a prospective client — what person would not want to know that you’re interested in what their pain points and goals are? Thank you.

  • I read these and say to myself…is it that simple? Isn’t there something more complicated to ask? And I think that’s why people get so Fu**ed up about sales is they think it has to be some weird crazy thing.

    Very insightful. Thanks Carolyn!

  • Pamela says:

    A few years ago I came to better grasp the value and importance of adding value to the lives of others. Your “Know Your Value” Quick Tip #1 offers insightful questions to aid in discovering the needs of others, as well as helping to define THEIR values. Thank you!

  • Questions are so powerful in communication & establishing value, aren’t they? Thanks, Pamela!

  • Hello, Carolyn. Thank you for reminding us what our true value is worth. I agree that communication is the key to get potential client’s attention and stay long enough to listen and learn. This is so crucial before buying and selling is even on the table. I think this is a learning curve that may never quit go away. Thank you for your time in reading this message. Happy New Year. Rosella Young

    AA-1 Designs
    Longaberger Consultant

    (American Made All in One)

  • Barbara says:

    I agree with Matthew — we really do make things more complicated. Working with my clients I see that they are afraid of “solutions” because everything seems to complicated and overwhelming, they think the fix will be even more so — and it’s not. Thanks for the clarity, Carolyn

  • Susan says:

    In a similar approach, What problems do you help people solve?

    We often take for granted what we know. Even if it comes easy to us, that doesn’t mean that it does not provide enormous value to those we serve.

  • Luisa says:

    Great questions for a conversation and the answers also write your sales copy! Brilliant!

  • Amy says:

    Love the thoughts and ideas in this!

  • Julie says:

    I love how it gives direction when talking with a client or prospective client. Just like 1,2,…6. Thanks Carolyn.

  • Nancy says:

    No matter how many times I’ve heard this, it’s always good to be reminded. Some old programs are harder to erase than others. Thanks for reminding me again! I am getting better and more confident the more I consciously practice shifting my focus to these questions.
    By the way I really like the title of the video: “You’re Broke Because You Choke!” It really got my attention.

  • Mary Mendoza says:

    What are we doing to make it harder than it really is?
    Not focusing on WHAT we need to be focusing on… THE CUSTOMER…
    Thanks for reminding us it’s WHAT we prepare and do that makes the difference.
    I am printing this list and will review it with every client in every situation.

  • Sean Graff says:

    I actually find myself slipping into the bad habit of talking way to much and not slowing down to ask these very simple questions….I can sometimes feel like I need to “push” my answers to these questions at them 1st….I need to role play all of these questions and practice being comfortable in the silence (even if it is just 2 seconds) to give someone a chance to answer. And, be prepared with my rebuttal if their answer is not what I expect. I need to practice these and the concept of “les is sometimes more” the next time I open my mouth….or begin to type! (see here I go again – mute me please)

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