a single source, nothing corroborates it

Send a business questionnaire before the paid session

Ask for traffic, conversion, opt-in and customer numbers in advance, along with what sells best and worst and why, because nobody has those figures ready on a call. Almost no client can answer everything, and the gaps show them which numbers they should have been keeping.

The method

1. 01

   Ask for their traffic and conversion figures before the meeting, since nobody has those numbers ready on a call.

2. 02

   Ask for the conversion rate of monthly visitors into opt-ins and buyers, the count of new opt-ins and new customers each month, and the total customer base split by which product they bought.

3. 03

   Ask what they sell now, how those products cross-sell into each other, what lifts lifetime value beyond customers choosing to return, and which lines sell best and worst and why.

4. 04

   Make them define the ideal subscriber and the ideal customer separately, then say what that customer buys first, what route brought them in, and what stops other people buying.

5. 05

   Expect that hardly any client can answer every question, and use the list to show them which numbers they ought to have.

What it returned

• 99

  Brennan puts it at 99 percent of clients being unable to answer all of them.

Sources

• What Should You Ask Of Your Clients Prior To Roadmapping? - Double Your FreelancingBrennan Dunn · doubleyourfreelancing.com · 1. Business · 2016-11-03
• How To Socratically Question New Project Leads - Double Your FreelancingBrennan Dunn · doubleyourfreelancing.com · How To Socratically Question New Project Leads · 2017-01-01