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What Questions are Your Prospects Wanting You to Answer

Written by: Nancy Michaels

Article Overview: The intellectual property that I own is in dealing with Fortune 500 Companies as clients and helping my solo-preneur prospect and clients identify and implement the system that has taken me years to develop and fine-tune. I didn’t seek this knowledge out strategically; it happened organically and as it should.

What Questions are Your Prospects Wanting You to Answer

What difference are you making and what difference could you be making with information that you have ownership of?

For me the answer is this. A mentor of mine and the founder of Boston Chicken – now Boston Market, George Naddaff, once said to me, “you are the culmination of everything that’s happened before you.” That statement resonated with me, because I believe every word of it. We all have life experience in which we can draw upon and share with others. It’s our obligation to do so, primarily so that others may find their path more easily by becoming aware of our experience and knowledge that can help them in their business and on a personal level as well.

The intellectual property that I own is in dealing with Fortune 500 Companies as clients and helping my solo-preneur prospect and clients identify and implement the system that has taken me years to develop and fine-tune. I didn’t seek this knowledge out strategically; it happened organically and as it should.

We live in an abundant world and I have never held back in sharing my knowledge base with anyone who wants to know about my blueprint for working successfully with Corporate America. Some people take it – others leave it and that’s ok with me. It may not be for everyone, but it is an area of expertise that some seek out and compensate me for and there’s no bigger kick for me than to see them reap the rewards from this kind of partnership.

Do you feel unsure that there is a market interested in your message?

Perhaps you’re not sure who your ideal prospect is? I work with solo-preneurs to identify who is their ideal client or prospect and get focused on communicating with ONLY those individuals within organizations. Less oftentimes, is more. Focus on who you want to attract and it’s almost magical, but you will attract them.

Are you a best kept secret because you don’t know what the next best step is and how to connect with your market?

Having worked in public relations long before I moved into sales and marketing, I learned a lot about connecting with your target (or media contacts) in meaningful ways. This is precisely how I help my coaching and consulting solo-preneurs today. You are only a secret, because you’ve chosen to be – whether it’s because you haven’t clearly identified your market, are not in contact with them, or your message is not resonating with them. This is a process that I can help guide you through, so your light will shine on those who need to hear your message.

Has your business reached a plateau that’s causing you to doubt your life’s work?

Plateaus happen for a reason – something’s got to shift in your thinking or approach to your challenge or stalemate. It happens with diets, workout regimes . . . even relationships, until things get shaken up a bit. Your food intake has to change, your routine needs to be modified or you have to take the much needed time to re-connect with your mate and find new things to do, talk about or focus on. You can make a difference on a much bigger scale by being open to share your information, knowledge and your calling with more people – and be well-compensated for it. Imagine reaching out to thousands of people through the help of a corporate client who you in turn are benefiting by providing information and resources that they need and will make them think more highly of that organization.

Are you feeling the need to compromise your passion, for what you think will generate revenue?

More often than not, this is misguided. We make assumptions that we pull from thin air – not based in reality or what we know to be true. Perhaps you aren’t articulating something clearly, consistently or often enough in a way that is memorable to your prospects? After undergoing a near death experience in my own life, I though it might be impossible to do the work I love from the comfort of my own home office and work more virtually. I’ll grant you, there may be no real replacement to a face-to-face experience between people; however, I’ve modeled my business to be primarily more virtual than face-to-face. You know what? People are seeking out the virtual part of me know that I’ve set my intention on being more available – but, virtually. Go figure! Had I only know that a decade ago!

What stories are you telling yourself or obstacles are you putting up that are preventing you from moving forward with your heart’s desire?

I have a framed print that hangs above my desk in my office, which is the symbol of Crisis in Chinese. It’s comprised of two characters; one represents danger, the other opportunity. Within every crisis there is a great opportunity.

I would not have assumed this during some parts of my life that were extremely painful – infertility, miscarriages, a child with learning disabilities, marital separation, divorce, illness, loss of all things materially, however, now, I come to see these challenges as gifts. I have two beautiful daughters we adopted from China, a biological surprise son, a life full of real friends who feed my soul and provide a rich social life, a modest home by choice that is manageable and keeps me humble and grateful, and the recipient of the most generous gift – an organ from a donor I will never meet who has given me the ultimate gift – of life!

We all could wallow in self-pity and make up tremendous stories about life doing us wrong, and some if it – or all of it may be correct, however, it’s what we do with these life experiences that matter most. Don’t let your story get in the way of your heart’s desire. Keep your eyes on the prize.


Where is your customer feeling dis-ease or pain because and how to you ease provides the prescription to eliminate those feelings for them?

The service you provide to your prospects and clients is one of solutions. The closer you get to identifying their pain, problems and paradigm shifts they need to address, the greater the opportunity you have to be a go-to solution to them. Don’t miss out on this gift that you can provide and will in turn receive by being there for them and helping them to work through their unique challenges.

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Article Tags: best kept secret, blueprint, boston chicken, boston market, corporate america, culmination, fine tune, fortune 500 companies, intellectual property, knowledge base, life experience, mentor, obligation, partnership, personal level, public relations, rewards, share with others



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