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You want great clients and you don’t want bad clients.

That’s simple enough.

But you can’t convert bad clients into good clients. So how do you get the clients you want?

The only way to get great clients is to filter the bad clients out. The way you filter is by using a questionnaire.

A questionnaire is a form with a series of questions you ask potential clients before they are able to get in touch. Based on their replies, you can determine if it’s worth your time to talk to them.

You can learn a lot about someone by their answers to a few questions—but they need to be the right questions.

In this show, we cover the right questions to ask on your questionnaire!

Highlights, Takeaways, & Quick Wins:
  • You can’t convert bad clients into good clients.
  • A questionnaire is a filter. It’s designed to keep out clients you don’t want.
  • Your default should be “no” because it’s a privilege to work with you.
  • Saying “yes” automatically means desperation is your default.
  • If you say yes to bad clients, you can’t work with great clients.
  • Even with a filter in place, the right clients will come through effortlessly. Don’t try to qualify the wrong clients.
  • The right clients will want to provide as much information upfront as possible.
  • Filling out a form is the cost of doing business and the cost of working with someone great.
  • Every single client that comes to you needs to fill out your questionnaire—no exceptions.
  • Don’t ignore red flags you see from your client’s responses on your questionnaire.
  • A great way to discover the value of a project to a client is to ask them what success looks like for the project.
  • It doesn’t matter how big a client is, they aren’t worth your time if they don’t respect you or your process.

Sean’s Questionnaire Questions

  • What is your name?
  • What is the name of your company?
  • What is your email address?
  • What is your website?
  • How did you hear about me?
  • What do you do and why does it matter?
  • How do people learn about your organization?
  • How do you set yourself apart from your competitors?
  • Who is the target audience for this project?
  • Where and how will the work I do for you be used?
  • What does success look like for this project?
  • What does failure mean for this project?
  • Why do you want to work with me specifically?
  • Is there any other information you want to share?