Ever wonder why some people seem to win clients for life – while others can’t get a call back? Well, it’s not because they have a slicker pitch or a better-looking proposal.

It’s because they ask better questions.

What’s the best way to get a new client and keep an existing one?
Earn their trust.
Earn their trust.
Earn their trust.

There are many ways to do that… but one of the best is by asking revealing questions – the kind that go beyond surface-level chit-chat.

When you ask better questions, you send a signal to the business owner’s brain that says, “This person actually gets it. They’re not just here to sell me something – they’re here to make it work.”

And there’s a bonus: better questions give you better answers.
Those answers become the building blocks of smarter ad strategies – the kind that separate your clients from their competition, fill your notebook with fresh ad ideas, and deepen your understanding of how to truly help them succeed.

Try asking questions like these:

• What’s the most revealing comment you’ve ever heard from a customer?
• Do people ever get your business confused with a competitor?
• What’s harder today in running your business versus 5 years ago?
• Have you noticed any change in your customers versus 5 years ago?
• What’s one thing about your business that people don’t know?
• What was the best year you ever had… and why was it such a good year?
• Have you ever thought that the money you spend on advertising could be more effective?
• What’s one thing that your top competitor does that you think brings them new customers?
• What’s happened in your industry in the last 3 years to make things more difficult for you?
• What do you see happening in your industry over the NEXT 3 years?
• When you buy advertising, what are a couple of reasons for choosing which media you’ll use?
• What’s your biggest grossing product or service?
• What’s your most profitable product or service?

Coming up with better questions just takes practice. Take 45 minutes, undisturbed, and write down ten of your own revealing questions. Then, go through them again and make them better. Keep your list handy. Then, you can customize each question for any business you have in mind.

You might have clients who’ve been with you for years and you’ve never asked them questions like this. Schedule a meeting purely to learn more – not to sell. When you do, they’ll see you differently. They’ll trust you even more.

Anyone can sell an ad.
But only the ones who ask revealing questions become trusted advisors.

You’ll become the rep they look forward to talking to.