The goal of this interview is to speak to your “Perfect Prospect” [THE READER]. I will ask one question from each of the following sections.
Q: Tell me about yourself, personally and professionally. Please include all your credentials?
The Lead Question
Q: Tell me about [Business Name] and the types of customers you help?
Q: Describe the clients [Business Name] work with?
- This answer should also include the following information.
- Why they would want to achieve this outcome
- The outcome / result your business helps customers achieve
The Backstory Question
Q: What led you to this field?
Q: How did you get started in this business?
- It’s best to start this reply with “we / I / company name” helps…
- This answer should describe your “Perfect Prospect” [THE READER].
- A way to engage the reader and create interesting content is to include a short story about a specific time or event when you caught the bug to do what you do.
- This might include a book, movie, person that inspired you.
- Talk about what drives you and your passion to do what you do and help the people you help.
The Problem Question
Q: What is the most common obstacle preventing your [THE READER] from achieving this outcome?
Q: What’s the biggest misconception [THE READER] may have about achieving outcome?
Q: What’s the biggest pitfall [THE READER] may not be aware of?
- Your answer should be a common problem facing your “Perfect Prospect”.
- Your answer will let them know that you understand their problem and that it may not be as unique as they think.
The Solution Question
Q: How can [THE READER] avoid or overcome this obstacle to successfully achieve the outcome?
- One of the best ways to answer this question is to describe how you have helped customers with this obstacle in the past.
- Include the following:
- How they came to face the obstacle.
- What they could have done to avoid the obstacle
- The result your business helped them achieve and / or unpleasant consequences your business helped them avoid
The Educator Question
Q: What would be your best piece of advice to [THE READER] who is considering….
Q: What’s the first thing [THE READER] should do if they are ready to…..
Q: What’s the most import thing [THE READER] should think about if they are about to….
- This is a great place to address some common reasons that prospects that could easily benefit from working with you might choose not to.
- For example
- Is it price
- Time commitment
- What others would think
- Not convinced it would work for them
- Think they could do it themselves
The Call to Action Question
Q: How can [THE READER] find out more about how to...
Q: What’s the best way for [THE READER] to learn more about your...
Q: If [THE READER] thinks they might be ready to, how can the connect
- This is a great place to give a specific call to action.
- Rather than just give a website or phone #, let [THE READER] know exactly what to do.
- For example
- “I have a free report about xyz they can download at www….”
- “ If someone feels they are facing…. the best thing they can do is give me call at 555-555-5555 and we’ll do xyz”.
- A contact section will also be included with the book chapter but you can strengthen the message with a specific “Call to Action”.