The Client You Built This For

Describe the client you built this business for. Not the average client. The one you do your best work for.

Do not give demographics. Describe their situation. What are they navigating? What do they care about that most people in their position do not?

Skip this question

Surface Problem vs. Deeper Fear

What problem are they trying to solve when they come to you, and what is the deeper fear underneath that?

Skip this question

The Activation Trigger

What is usually happening in their business or life that makes them reach out when they do?

Something specific happened. A team member quit. Revenue dropped. They missed a vacation. What is the moment?

Skip this question

Objection Map

What objection comes up before almost every sale? Walk through how you handle it.

List every objection you hear regularly. For each one, write how you actually respond.

Skip this question

The Turning Point

What is the moment in the buyer journey where they go from maybe to yes? What shifts?

Not about overcoming objections. The positive pull. The realization that makes them commit.

Skip this question

Proof of Recognition

What is a sentence or phrase a prospect has said to you that made you think: yes, this person gets exactly what we do?

Write the exact words if you can. This language identifies your ideal client in the wild.

Skip this question

The Wrong Client

Have you ever taken on a client who was wrong for you and regretted it? What made them the wrong fit?

This defines your disqualifiers. What red flags do you now recognize that you missed or ignored?

Skip this question

Where They Already Are

Before they found you, where were they looking for help? What did they try that did not work?

Skip this question

Their Language

What does your ideal client typically say when they realize they made the right choice working with you?

Capture this in their exact words. Do not paraphrase. This language will be used in their content and marketing.