Question:

How do you research your top clients in order to have a better understanding of who they are? 

Answer:

Here are three avenues to pursue:
1. Google all clients including their spouses and companies.
2. Scan the websites of all local associations that support your clients' industries and/or professions.
3. Create a questionnaire to use each time you meet with your top clients in order to discover their passions, interests, activities, etc.   

(View the archive below containing additional questions and answers)

How Do You Turn Personal Contacts Into Clients?

How Can You Position Yourself With Wealthy Clients?

How Do I Write Letters Without Being Pushy?

How Do We Reach Centers of Influence?

How Do I Successfully Prospect Women Executives?

What Is Considered Good Verbiage for Answering the Phone?

How do I plan marketing activities to build brand recognition?

How Can I Reach Seniors With Money?

What is the most effective way to motivate people to meet with you ?

How can I create catchy seminar titles?

How can we expand our corporate accounts within to reach the individuals of the organization?

How do I position myself to friends of prospects?

I want to work with more physicians - where should I start?

What have you found to be the most effective way to work with members of a country club?

Research on Top Clients