THE ONE CLIENT PROFILE ®

Who is your ideal client / target market?

Geography:

Job Title:

Company Size:

Industry:

Other Details:

MOST VALUABLE PAIN POINTS (MVPP)

What is your MVPP?

What other PAIN POINTS do your clients have?

Pain 1:

Pain 2:

Pain 3:

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MVPP CONT.

What are the symptoms of these PAINS?

FOR EXAMPLE
What is the knock-on effect?

Symptom 1:

Symptom 2:

Symptom 3:

Symptom 4:

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CONSEQUENCES
What are the long term financial CONSEQUENCES of not fixing this pain?
FOR EXAMPLE
In a years time what will be worse if they don’t resolve it?

Financial 1:

Financial 2:

Financial 3:

Financial 4:

What are the long term non financial CONSEQUENCES of not fixing this pain?
FOR EXAMPLE
In a years time what will be worse for them financially?

Non Financial 1:

Non Financial 2:

Non Financial 3:

Non Financial 4:

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CONSEQUENCES CONT.
What is the CONSEQUENCE that they dread the most if they do nothing for the next
12 months?

OUTCOMES
What is the most valued OUTCOME they hope to achieve?
FOR EXAMPLE
The opposite of pain - what is the most important outcome?

What are the SECONDARY OUTCOMES?

Outcome 1:

Outcome 2:

Outcome 3:

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 STEPS, PROCESS & TIME-FRAME
What is your method or process that you use to take people from pain to pleasure?
FOR EXAMPLE
What is your Methodology or Process?

Step 1:

Step 2:

Step 3:

Step 4:

What is your Methodology or Process called?

FOR EXAMPLE
Remember this is what makes you different NOT better.

What is the time-frame for your Methodology or Process?

FOR EXAMPLE
Appeals to the ideal client, feels quick compared to how long they
have had the pain or how long other solutions have taken

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 OBJECTIONS

What are the main reason why, they don’t want to implement your Methodology or
Process?

Objection 1:

Objection 2:

Objection 3:

Objection 4:

What are the reasons they think, your Methodology or Process won’t work?

Reason 1:

Reason 2:

Reason 3:

Reason 4:

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 OBJECTIONS CONT.
What have they tried, to fix their pain, that hasn’t worked?

Objection 1:

Objection 2:

Objection 3:

Objection 4:

ADVICE - 1
What is a common piece of BAD advice about fixing the problem?

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ADVICE - 2
What is a common piece of advice, that your client has heard that they shouldn’t do
to fix their pain .....
however you know, this does actually fix their pain and takes them to their
outcome?

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