Today I’m going to start running a new client through CornerStone, our strategic marketing service.

This is always a joyful day, but an equally joyful day occurs in the week before a client gets started with us.

Last week I asked this client, “Can you share a bit about why you decided to work with us? I want to know so that I can accelerate our strengths to be better prepared for our next prospect. I’d also love to know what we could have done to offer you a better experience or to help make decision-making easier for you.”

He shared some amazing insights over the next couple of minutes that helped me learn so much about ourselves that I didn’t realize on my own.

All his responses pointed to the three boxes that need to be checked for prospects to win with us:

1. Why do I need to take action about this problem?
2. Why do I need to take action with this provider?
3. Why do I need to take action right now?

Ask your clients why they chose you, and you can easily develop a list of answers for these questions about your brand.