In my previous post I explained why it was a good idea to create a list of questions that other people in your network would ask, but that would never ask. The creation of said list helps you ask those questions and provides you a way to refer your clients to people in your network. It also has the added benefit of showing your clients that you care about all of their problems, as opposed to the problem you’ve been hired to solve.
The questions on your survey are provided by the people you network with. I recommend meeting with those people for a one-on-one getting to know you session. When you meet with them, ask the following question: “What is a question you would ask a prospect to qualify that person as a client?” Write down the questions they tell you and add those questions to your survey.
Here’s a couple examples of questions I’ve gotten from people in my lead referral groups:
Is your insurance broker shopping your policy each year (to find you the best deals)?
Do you spend more time in the accounting aspect of the business than working on growing your business?
These are questions I likely wouldn’t think to ask my clients. By having a survey with these questions ready, I can make sure I ask the question and generate leads for my referral partners.
When I meet with the client, I give the client the list. The following is written on the top of the document: “The following questions will help me, as your business coach, learn more about your business and specific needs you have that I may not know about otherwise.”
You could use something similar to what I’ve written or something like this: “Below is a survey I have created, with questions that I would like you to answer. Your answers will help me understand any other needs you have. I may not be able to help you with those needs, but I will refer you to a qualified professional who can help you, if you would like me to do.”
After your client fills out the list, go over it with them. Review the answers they’ve provided you and get more details where necessary. Then, if applicable, refer your client to the appropriate professionals and ask the client if it is okay if you share his/her contact information with the professional you will refer them to. Make sure you provide the professional’s contact information to your client.
As you can see this isn’t complicated to do. The benefit, for your referral network, your clients, and yourself is that you are helping people get their problems solved.