Do This to “Wow” Your Clients …

Maureen Lauder here, back for Day 4 of The Writer’s Life.

Yesterday we talked about how to sound professional and confident when you’re talking to a prospective client.

But what happens once you’ve landed the job? Today I’ll tell you how my teaching experience showed me the secret to wowing new clients.

As a new teacher, I was concerned about knowing more than my students. I never asked a question I didn’t know the answer to.

But then, I assigned a book that I didn’t quite understand. And I didn’t figure it out before class. So I had no choice but to go to my students and ask for their interpretations.

And you know what? That was our best discussion of the semester. As a group, we hashed out our ideas about the text, and we ended up understanding the story better than ever.

So, how does all this relate to working with clients?

Well, when we’re hoping to impress someone, we often try to sound as knowledgeable as possible. And we worry that asking the wrong question will annoy our clients or – maybe worse – reveal some vast chasm of ignorance.

But, when you ask good questions about your client’s business and marketing strategy, you’re demonstrating that you know how to identify (and solve) their most pressing problems.

Clients love this. It gives them confidence in your ability to do the job – and it shows you care as much about their business as you do about your paycheck.

So, your job today is to develop a client intake questionnaire.

  1. Consider what information your client can give you that you can’t find elsewhere. After all, she’s the expert on her business!

    At the very least, you’ll want to know about the product you’ll be promoting, your client’s customers, the sales process, and how your copy will fit into an existing sales funnel.

  2. Come up with a list of 5-10 questions you think are vital.
  3. For some suggestions, take a look at this article from Master Copywriter Don Hauptman.

Once you’ve gotten answers to your core questions, you’ll certainly have lots of follow-ups. And that’s where things get fun. As you learn more about your client’s business, you’ll see lots of marketing opportunities – many of which will require more copy. You can provide a lot of extra value with a just few suggestions, and doing so might land you an ongoing gig.

Once you’ve developed your questionnaire, hop on down to the comments and share what you came up with.

And be sure to check back tomorrow for the final installment of this week’s The Writer’s Life. I’ll share the most important thing teaching showed me about working with clients.

The Professional Writers’ Alliance

The Professional Writers’ Alliance

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Published: August 7, 2014

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