Re: UKNM: top 10 client questions

[Ray Taylor]

Wallace, Darren <

Darren [dot] Wallaceginger [dot] com

> said:



 > 11. Budget.

 >


I'd add:


0. What are your needs?


Although I would not phrase it quite like that. The approach I tend to take

is, first, to enter into a conversation with new clients / prospects aimed

at establishing a rapport with them, then to move on to try to find out what

their needs are in a wider sense. People tend to reveal more about

themselves, their needs and concerns, if they feel comfortable with the

person they are talking to.


It would be nice to think that any client would supply a detailed written

brief at the start and/or answer detailed questions. But I have always

considered it the consultant's job to write the brief, not the client's.

Many of the questions suggested by others in this thread could be answered

during this initial conversation, and those that are not, can then be

check-listed later.


Perhaps it's my journalist's training that leads me to ask open questions

during an interview, but I have found that the approach works equally well

during sales and briefing sessions.


As to credit control, and payment terms, what is there to discuss? Payment

terms are a matter of terms and conditions written in to your booking

confirmation and credit control is a matter of judgement, risk-limitation,

and control of the invoicing process. By raising these issues too soon, you

risk causing offence and there is little to be gained, since someone who

can't

or won't pay his bills is hardly likely to say so.


Ray Taylor



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