A few easy-to-ask, feel-good questions can get a client or prospect comfortable and talking. It's up to you to know how to listen and how to find ways to help.
From Bob Burg,
Author, "Endless Referrals."
1. How did you get your start in the "widget" business?
2. What do you enjoy most about what you do?
3. What separates your company from your competition?
4. What advice would you give someone just starting in the widget (his or her) business?
5. What one thing would you do with your business if you knew you couldn't fail?
6. What significant changes have you seen take place in your profession through the years?
7. What do you see as the coming trends in the widget business?
8. Describe the strangest (or funniest) incident you've ever experienced in your business.
9. What strategies have you found to be the most effective for promoting your business?
10. What one sentence would you like people to use in describing the way you do business?
11. The one key question that will set you apart from everyone else: How can I know if someone I'm talking to would be a good prospect for you?