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Hi I'm Cathie Heart of CathieGraphy and I provide a professional photography and design
service and this is my youtube 30 day challenge to provide tips and tricks for you guys at
home, along with 29 other women around the world. You can see the details just below
in the youtube description.
So today's topic is qualifying your clients. You'll want to qualify your clients because
there are two kinds: the ones that really want you and the ones that are just fact finding.
You'll want the ones that truly want to work with you. Now how do you spot them?
There are a couple of ways, they'll either get in touch with you directly by phone and
then you can say that great you're busy and you'll like to reset and call back on a specific
date and time. So that you can talk to them properly by phone. If you do that have a sheet
in front of you that has a list of all the questions you want to ask your quient [scoff]
your quient .. your client, ugh boy. And what this will do is you'll be able to find out
using the 6W questions Who, What, Where, When, Why and How from your clients perspective
for why they want to work or buy from you.
Its not so applicable for those who just run a store in terms of the fact that they are
selling their products to a store. But if you own a store, or that kind of thing or
an online store you'll want to know why your clients are buying from you. So have that
kind of conversation with them.
If they can't answer why they want what they want from you, you'll not be able to deliver
an efficient service. Because, how can you deliver something when the client doesn't
know what they want to have delivered? That is a crucial point and you need to figure
that out when you are talking to your clients. That is why we qualify them.
So a way to do this is on your contact form on your website you'll have the normal boxes,
first name, last name, email, subject and the main additional comments that they can
ask. Why not add to that and include your 6W questions specific to your clients.
When I have a design client I want to know are there any additional websites that they
want to take as inspiration. Are there any logo's that they love that they want to have
as inspiration. Any fonts, any colours, any of these kinds of questions that I want to
ask as part of my design brief.
Now you can do the same thing and I find that when clients interact with me that the ones
I love the most and give more feedback and word of mouth reputation out to the world
are those that leave more comments and more wording into the additional comments field.
If they just put blank or a basic hello, that's fine but the more information that they volunteer
the more they want to actually interact with you and that is your key target client.
Okay, so we've discussed why you want to have it, why you want to have qualified clients,
how your going to do it via a contact form or via a phone call and write down a couple
of paragraphs, interact with me on my blog .. put it out there. We can all ..all my audience
that read my blog or watch on my youtube channel can also interact and offer their advice if
you share any of your information and any of your questions. You can tweet me directly
on twitter @CathieHeart and if you include the hashtag #CathieQ I will see your question
and answer within this 30 day challenge.
Alright, that's it for now, thank you very much.