If a girl has ever asked you to meet her parents, then you know it goes something like this:

Girlfriend: “My parents are visiting this weekend. I’d really love for you to meet them.”

You: “Yeah sounds great I’d love to!”

Girlfriend: “Amazing, I’ll see if they fancy [insert some dinner place you both like].”

And for about 30 seconds you’re really excited.

You like this girl.

You can see it going the distance.

And you're gassed that (for reasons you only God could ever explain), she obviously does too.

But then it hits you:

You suddenly realise everything she’s previously told you about her parents has gone in one ear and out the other.

Not only can you not remember her mum's name is Julie or Julia, you can't remember ANYTHING.

And given that you actually like this girl, you’d really prefer it if her parents didn’t see you for the complete fucking Neanderthal you are (at least not straight away...)

And so, in an attempt to prevent a complete and utter shitshow, over the next few days you engage in a line of questioning that would put the late and great Michael Parkinson to shame.

“What do they do for work? Where do they like to go on holiday? What’s her mum’s favourite cocktail? Cats or dogs? Where did they grow up? Has her dad ever been sailing? (you don’t sail, have never been sailing, and have no intention of ever going sailing. Except of course if her dad enjoys sailing…)

Within a few days you’re not just ready to go to dinner with them, you’re ready to whisk them off on a last minute trip to Paris, do a Zumba class with her mum and complete their damn tax returns.

And while I’m not here to help you chat to your girlfriend’s parents…

…I am here to help you chat to your prospects and turn them into clients.

Because, just like impressing your girlfriend’s parents, convincing your prospects to work with you is all about doing your research, asking the right questions and using these to paint your offer in the most favourable light possible.

And I’ve boiled it down to 7 key questions.

7 key questions that will help you position your offer.

7 key questions that will help you stand out from the crowd.

7 key questions that will make this whole “landing clients” game a whole lot easier for you.

So here we go.

Here’s the 7 questions you MUST ask your prospects if you want to land more clients TODAY:

Question 1: Where is your prospect NOW?

First of all, you need to know where your prospect is CURRENTLY at.

What are they trying to achieve?

What pains are they currently struggling with?

What problem can’t they solve that’s making them want to punch a hole through the wall?

Because unless you understand exactly what they’re struggling with right now, you won’t be able to target the right emotions when you present your offer / write your copy.

And that’s what this next question is for…

Question 2: How does not being able to fix this make them FEEL?

You’ve all heard the advice “twist the knife”.

But that only works if you know where your audience is already cut.

So put yourself in their shoes.

How is this “failure” making them feel on a daily basis?

Fearful?

Frustrated?

Crippling insecurity?

Find the EXACT emotions that are eating them up inside every day.

This will be your ammunition for when you write your copy and position your offer.

Next, you need to know what success looks like for them…

Question 3: What’s their desired OUTCOME + TIMEFRAME?

They want to fix their pain.

But what does that ACTUALLY look like?

Can you quantify success?

Can you attach a specific timeframe?

Can you come up with a tangible, real promise they can actually understand?

If so, great.

If not, at least paint a VERY vivid picture of how much better their life will be after working with you.

Of course, they’ve probably already tried to fix this themselves (and failed).

So ask them about that…

Question 4: What have they ALREADY TRIED?

Ask them what they’ve tried so far.

Have they bought courses?

Have they worked with other people?

Have they tried to do stuff on their own?

Figure out what avenues they’ve already explored.

And then use this to springboard into WHY all this stuff failed…

Question 5: WHY did these FAIL?

Did they lack accountability?

Did they get tons of information dumped on them but had no idea how to implement it?

Did they join a community only to get as much support as Miss Choksondik from South Park’s tits?

They might not even know why it failed.

In which case, you need to explain why and position yourself as the expert in this situation (which will make them far more likely to want to work with you).

You might have to get creative here.

But this step is CRUCIAL.

Because it then opens the gates for the “here’s why my solution is different” line…

Question 6: Why is your solution DIFFERENT to what they ALREADY tried?

If you offer the same thing that hasn’t worked for them in the past, that’s hardly going to be convincing is it.

You’ve asked them about what they’ve tried already?

You’ve figured out why this failed them.

So craft an offer which DOESN’T suffer the same vulnerabilities.

Once you’ve done that, you also need to do the same with your competitors’ offers…

Question 7: Why is your solution DIFFERENT to your COMPETITORS?

The prospect isn’t just looking at your services.

They’re also looking at other people’s services.

So do your research.

Look at your competitors’ offers.

Where are the weak points?

What can you bring to the table that they can’t?

How can you position your offer that genuinely makes people go “wow!”?

IMPORTANT NOTE: Reducing your prices is a HORRIBLE tactic to use here. Anyone can slash their prices. But all this will do is attract a bunch of beginners and pain in the ass clients that have no idea what they’re doing and won’t pull their weight. Get creative. Use your brain. Find a USP that isn't “I’m cheaper”. 

And there you are, guys.

Nail those 7 questions.

Use them to position your offer.

And I PROMISE this whole “landing clients” game will get 100x easier for you.

Talk soon,

Harry.

PS. I built a $10k/month brand in under 4 months.

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