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10 questions

by copyassassin
13 replies
What 10 questions about your ideal client MUST you be able to answer in order to get the highest possible sales revenue.

If 10 warriors share, I'll let u see mine.

And they are good questions. Really good.

Adam
#questions
  • Profile picture of the author EricRand
    The most important one (for me) is:

    Do they have the ability to write the check?

    Eric Rand
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    • Profile picture of the author swontario
      So hands are a must.

      Originally Posted by EricRand View Post

      The most important one (for me) is:

      Do they have the ability to write the check?

      Eric Rand
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  • Profile picture of the author sethczerepak
    Who's your ideal buyer?
    What's their most present problem?
    What's their most common fear barrier/objection?
    What alternatives might they have already tried in order to solve the problem?
    What did those alternatives NOT give them that your offer can?
    What are they afraid might happen if the problem continues?
    What's the most exciting thing they'll gain from solving the problem?
    How will solving the problem give them more comfort or security?
    How would solving the problem make them feel more significant and respected?
    What kind of cereal do they eat?
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  • Profile picture of the author Mark Pescetti
    1) Do you have a hungry audience?
    2) Who is your ideal customer? Why?
    3) Why is your solution better than the competition's products?
    4) What inspired you to pursue creating your solution?
    5) What are your ideal customer's biggest pain points?
    6) What are the biggest benefits your product creates in people's lives?
    7) What are the most common objections people have to buying your solution?
    8) How would you describe the consequences for NOT buying your product?
    9) What's your branding? (If any...)
    10) Have you created successful products before?
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  • Profile picture of the author copyassassin
    3 people so far.

    just 7 more to get more killer "10 questions you must be able to answer about your ideal customer!"
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  • Profile picture of the author copyassassin
    to clarify:

    Top ten questions to know about our own clients in order to get maximum sales revenue for OURSELVES!
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    • Profile picture of the author Steve Hill
      Originally Posted by copyassassin View Post

      to clarify:

      Top ten questions to know about our own clients in order to get maximum sales revenue for OURSELVES!
      I'm not sure if this is exactly what you mean, but here's a list of 11 indicators I'd consider useful for long-term mutual success:

      1) Does the client have a proven product/laddered product line? Can it be readily expanded?
      2) Does the client have a positive attitude and a growth mentality?
      3) Does the client understand the importance of building automated systems, scalability, and delegation/outsourcing?
      4) Can the client clearly identify every aspect (demographic, psychographic, geographic, and behavioral) of the ideal customer for each of their current products?
      5) Does the client know the lifetime value of a customer, and how much a reasonable new customer acquisition cost is for their particular product lineup?
      6) Is the client willing to spend up front (even at an upfront loss) to get customers into the system, with a good assurance of making them profitable in the end?
      7) Can the client clearly track and identify (by source) whether every dollar spent on marketing provides a ROI? (In other words, do they know exactly what is effective and exactly where their customers come from?)
      8) What is in the client's current sales funnel (including upsells, cross-sells, bonuses, guarantees, inquiry follow-ups, lead follow-ups, autoresponder chains, product laddering, etc.)?
      9) What are the client's current back-end processes (post-order follow-ups, non-order follow-ups, list segmentation, list management, sales tracking, advertising results tracking, feedback, customer support, pricing strategies, split-testing, etc.)?
      10) Does the client have a strong USP, unique product, or other significant marketing advantage, and know exactly who their competition is, where they advertise, and how they advertise so they can take market share from those competitors?
      11) Do they treat all customers equally, or do they segment and manage them by customer quality (80/20 rule)?

      There are more, of course, but it's a start.
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  • Profile picture of the author SEOJunky
    1. Why they ought to buy from you.

    2. What's in it for them?

    3. How you can help relieve their pain.

    4. How you can reverse risk.

    5. How you can show them how you've helped other people just like them.

    6. Tell them what you've got.

    7. Tell them what it will do for them.

    8. Tell the what to do next.

    9. Who you are, what you've done and who you've done it for.

    10. Outlined all the benefits and values.
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    • Profile picture of the author copyassassin
      great replies so far.

      to be super duper clear....

      If you have your OWN clients (or maybe your call them "customers" or "subscribers", or "patients"), people who pay YOU money....

      what 10 questions about the people who pay YOU money, if you knew the answers like the back of your hand, would make you more money?

      For example, RFM = recency, frequency, money.

      RFM is a typical metric direct marketers use to score people based on their likelihood of buying. It's a basic forumula.

      It's a useful tool to start.

      Once you get the top 10% of your clients, you can then do an a further analysis of them.
      • What do they read?
      • Who do they vote for?
      • Authority figures?

      The list is endless.

      What 10 questions would you like answered about your top 10% clients?

      Adam

      p.s. you can also get tomore info about your list by having your top clients analized by zip code. I personally haven't used them, but personally know people who've gotten positive results with Kristalytics |Underground
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      • Profile picture of the author copyassassin
        my wife just popped by and read my post.

        She asks me, "why is it important to know the answers to the top 10 questions?"

        Great question!

        Especially for newbies!

        As Sir Gary of Halbert would say, "Buyers are buyers are buyers".

        People who buy stuff, tend to buy more stuff.

        Makes sense, right?

        For example, who is the ideal weight loss buyer: a fat woman or a skinny woman?

        Honestly, the one who last just bought a weight loss product

        Now, within a pool of 100 buyers, 1-10 buyers you probably like more, do more, and spend more.

        Personally, for me, an ideal client, is:
        • pays me a lot of money
        • value focused, not price focused
        • i like them (a little perverted, funny, and fun)
        • Non-micromanaging

        And as I spend more time talking with these type of clients, I see similarities.

        10 different people are really just one avatar.

        Imagine playing truth or dare with your best client. What would you ask them.

        What 10 questions (in the dark and nobody else would hear the answer) would you want an answer to?

        And here's where it gets cool:

        When you can answer the 10 questions: buying resistance goes down; conversions go up, spend goes up; frequency of purchase goes up; client satisfaction goes up; cost per acquisition goes down. And lots of other good things happen.

        Perry Marshall shared he learned that a majority of his paying clients liked a certain book. He put the title of the book somewhere in the landing page.

        Conversions immediately spiked 30%

        And that was 1 data point!

        The more you can SHOW your ideal clients you really do know them, know their problems, their hopes and dreams, know their enemies.... you can connect to them so much better.

        And of course... you'll make more money.

        But, you'll also be able to truly help serve your clients.

        That's why it's important to know the 10 questions (and answers too!)

        Adam
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        • Profile picture of the author jaegerreynolds
          Originally Posted by copyassassin View Post

          Personally, for me, an ideal client, is:
          • pays me a lot of money
          • value focused, not price focused
          • i like them (a little perverted, funny, and fun)
          • Non-micromanaging
          I have to agree with this list. Most especially the first one.
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          • Profile picture of the author ewenmack
            In my business which supplies paper receipt rolls,
            I get to see the number of transactions within their biz.

            I get a feel as to which ones will be bigger users...
            not always though.

            With customers spread throughout the country,
            I don't know how busy they are before they come on
            board.

            One Thai food place I called on had people
            lined up out to the street during a week day lunch time.
            Would never known it was so popular until
            I walked in.

            The most efficient way to bring these customers is phoning
            and walk in.

            Best,
            Ewen
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      • Profile picture of the author Steve Hill
        Originally Posted by copyassassin View Post

        What 10 questions would you like answered about your top 10% clients?

        Adam

        p.s. you can also get tomore info about your list by having your top clients analized by zip code. I personally haven't used them, but personally know people who've gotten positive results with Kristalytics |Underground
        Ok, I think I see where you are going with this, although I'm still not sure what your list of 10 questions is going to be.

        But clearly you are focusing on that top percentage of buyers (and for good reason). Glenn Livingston has an example of the math here, and his conclusion is that 50% of Profits in Most Internet Businesses is Driven by Only 1 in 2,000 Visitors! It's that 80/20 rule again (Pareto Principle), only squared (meaning the top 20% of that top 20%).

        Perry Marshall has made some comments on the 80/20 rule too, and again, it's for good reason. It's dumb to treat all customers the same, because that top 20% deserves special attention.

        If you start applying Big Data (as from the Kristalytics folks), then you start getting at some really useful information. I saw a presentation by Kristalytic's Ben Morris at the Carlton/Marketing Rebel San Diego meeting earlier this year, and it was pretty informative.

        For example, Joe and Bob may live in the same zip code, have the same income, have the same number of kids, etc....nearly the same in block-level statistics. But Joe may be a frequent online buyer and be nearly debt-free (lots of disposable income) whereas Bob is in debt up to his eyeballs and seldom buys online... a very different profile as far as an online business is concerned.

        In any case, I'm looking forward to seeing your ten questions.
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