How on Earth is it possible that you don’t already know what problems your clients have? How could you not already know what problems you spend every day helping clients solve? Why would the most important question you could ask your client be some derivation of “So, what’s your problem?” Believe me when I tell you your contacts already know they have a problem, and they are going to tell you all bout it (they’ve been well trained over the last 34 years that the problem is what you are looking for).
