Before asking your client questions about her business, it is best to tell her the reasons for the questions and the benefit because:

• it will help you appear more confident to the client and she will be more likely to give you truthful responses.
• it shows the client you value her insight and partnership so you can provide a tailored solution.
• it gives the client the opportunity to decide if she needs to gather more information before answering your questions.
• you do not want the client to feel as though you are wasting her time.