082 – The Language of Prospecting
The 13 Essential Questions of Prospecting
- What is unique about your product/service and how it is used? Understand your product or service and how it’s used today.
- How does your product serve people at the deepest level? Define your product or services specialty.
- Why do your customers continue to use our service year after year? Analyze your current customers and why they buy.
- Describe your ideal customer in as much detail as possible.
- Why would someone want to stop buying from you or cancel your service? Anticipate weaknesses your prospect may find with your product or service. What frustrations would a prospect have with our service?
- What industries are aligned with our Unique Selling Proposition. List customer segments that benefit most from your specialization –
- Define how your product or service is different
- Analyze your competitors advantages and why their customers buy
- Which markets are not buying your product or service category
- Identify what your prospects must believe to buy from you
- Evaluate your prospects good characteristics
- Evaluate your prospects for poor characteristics
- Then…Focus your energy on your best prospects
