A Questionnaire for Businesses
A Questionnaire for Businesses
1. What are the benefits you offer?
2. What do you think motivates your clients to buy? Are they driven by Fear of Loss, Desire for Gain, Self Preservation, Safety, Health, Security, Recognition, Power, Net Profits, Increased Sales, Lower Costs, Knowledge, Self Actualisation, Social Status, Riches, Popularity, Self Expression, Acceptance, Prestige, Success, Pleasure, or a combination of a few of these?
3. Why do you think your best/favourite clients purchased your service/product? (What benefit(s) attracted them?)
4. Have you asked your clients why they purchased from you.
5. How does your service improve the life or work conditions of your clients?
6. Have you written a profile of your best clients?
7. Have you identified where to find the greatest concentration of your best prospects?
8. Have you identified a list of prospects similar to your best customers?
9. Considering all the potential prospects you’ve identified, with which ones could your service/product make the biggest difference?
10. How do your clients normally purchase your service/product? (Your distribution system.)
11. Who is your competition?
12. What other "competition" do you have? (i.e., other kinds of products/services, lack of awareness on the part of your prospects, etc.)
13. Why do your prospects buy from your competition? (What benefit do they offer?)
14. Why would or should your prospects switch from your competition to you?
15. Can you list 5 to 10 reasons why someone should purchase your product/service?
16. What makes your service/product unique or better than others? (This is your unique selling proposition, or USP)
17. Have you reduced your USP into a fifteen-word-or-less "commercial"?
18. Have you identified a market niche in which you do/can specialise?
19. Have you told your prospects about your speciality? (Or is your speciality buried in your marketing materials among all the other things you can also do?)
20. How are you raising awareness of your service among your prospects?
21. Do you have a marketing "mix", or do you depend upon one marketing tool to build your business?
22. Does the image you present to your target market live up to the image your target market feels they deserve?
23. What would happen to your business if your top two clients left you in the same six month period?
24. Are you spending 20 to 30% of your time on marketing activities? (If you are a start-up, are you spending 80 to 90% of your time marketing?)
25. Do you have measurable goals for your business?
26. What one major obstacle stands between you and your goals?
If you struggled with a few of these, you have some work to do. If these questions puzzled you, you have much to do.
A Questionnaire for Businesses - To learn more about this author, visit Keith Thirgood's Website.
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As best you can, answer the following twenty-five questions. There's no scoring. But you’ll know whether you should be satisfied with your answers, or not. If you aren’t, perhaps you have some work to do.
1. What are the benefits you offer?
2. What do you think motivates your clients to buy? Are they driven by Fear of Loss, Desire for Gain, Self Preservation, Safety, Health, Security, Recognition, Power, Net Profits, Increased Sales, Lower Costs, Knowledge, Self Actualisation, Social Status, Riches, Popularity, Self Expression, Acceptance, Prestige, Success, Pleasure, or a combination of a few of these?
3. Why do you think your best/favourite clients purchased your service/product? (What benefit(s) attracted them?)
4. Have you asked your clients why they purchased from you.
5. How does your service improve the life or work conditions of your clients?
6. Have you written a profile of your best clients?
7. Have you identified where to find the greatest concentration of your best prospects?
8. Have you identified a list of prospects similar to your best customers?
9. Considering all the potential prospects you’ve identified, with which ones could your service/product make the biggest difference?
10. How do your clients normally purchase your service/product? (Your distribution system.)
11. Who is your competition?
12. What other "competition" do you have? (i.e., other kinds of products/services, lack of awareness on the part of your prospects, etc.)
13. Why do your prospects buy from your competition? (What benefit do they offer?)
14. Why would or should your prospects switch from your competition to you?
15. Can you list 5 to 10 reasons why someone should purchase your product/service?
16. What makes your service/product unique or better than others? (This is your unique selling proposition, or USP)
17. Have you reduced your USP into a fifteen-word-or-less "commercial"?
18. Have you identified a market niche in which you do/can specialise?
19. Have you told your prospects about your speciality? (Or is your speciality buried in your marketing materials among all the other things you can also do?)
20. How are you raising awareness of your service among your prospects?
21. Do you have a marketing "mix", or do you depend upon one marketing tool to build your business?
22. Does the image you present to your target market live up to the image your target market feels they deserve?
23. What would happen to your business if your top two clients left you in the same six month period?
24. Are you spending 20 to 30% of your time on marketing activities? (If you are a start-up, are you spending 80 to 90% of your time marketing?)
25. Do you have measurable goals for your business?
26. What one major obstacle stands between you and your goals?
If you struggled with a few of these, you have some work to do. If these questions puzzled you, you have much to do.
A Questionnaire for Businesses - To learn more about this author, visit Keith Thirgood's Website.
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Staging DivaDebra Gould, aka The Staging Diva®, is President of Six Elements Inc., an internationally recognized home staging company. Inspired by many requests from aspiring home stagers wanting to start similar businesses, Gould created the Staging Diva Home Staging Business Training Program. Gould has trained over 1000 Staging Diva Graduates worldwide to start staging businesses. Buying decorating and selling six of her own homes in four years lead to an interest in real estate staging which she turned into a career with the launch of sixelements.com in 2002. Since then she has staged hundreds of homes in addition to teaching home staging training. Gould is the author of several home staging resources including a series of popular ebooks made up of a Design Guide, Color Guide and Portfolio Guide. For more information about Debra Gould visit stagingdiva.com. - Visit Staging Diva's Website |
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Anne BarrAnne Barr has over 26 years experience in sales and marketing, six years as a franchisee. She has assisted over 367 business owners and purchasers to achieve their goals in career change, transition and exit strategy. She holds the designation of Certified Franchise Executive from the International Franchise Association, Certified Business Intermediary from the International Business Brokers Association and Board Certified Broker from the Texas Association of Business Brokers. Anne is active in professional organizations, networking groups and volunteers for non-profit entities. As owner/operator of four successful businesses, Anne has proven people skills and enjoys helping clients find the right "fit" in business ownership. Visit www.FranchiseOpportunitySpecialist.com for more information about me and my company. - Visit Anne Barr's Website |
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Jeff FosterWebBizIdeas.com is a Minneapolis website design company founded to help people start an internet business by providing them with website, business, and internet resources that help foster the growth of successful online businesses and develop innovative Internet business ideas. We specialize in internet consulting & internet marketing. - Visit Jeff Foster's Website |
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John BrennanJohn Brennan Ed.D. Dr. Brennan is President of Interpersonal Development, LLC, a training and development firm. Interpersonal Development has provided sales training and coaching to more than 3,000 sales reps from over 100 companies. A native of Australia, Dr. Brennan received his doctorate from the University of Rochester. His dissertation researched the effectiveness of Behavioral Modeling Technology in training people in interpersonal skills. While he has spent most of his career designing or delivering training, he was also a Vice-President of Sales of a training and development franchise with operations in 25 markets. Dr. Brennan has designed and delivered sales training in North America, Asia, Europe, Australia and the Middle East. He has been a guest speaker at numerous national and regional professional conferences. When Microsoft wanted Best Practices articles on sales for their web site, they called Dr. Brennan. The results are at http://office.microsoft.com/en-us/FX011387391033.aspx His firm’s clients have included Volvo, The Prudential, Merrill Lynch, Eastman Kodak, Gannett, Equifax Europe, the Economist Group and countless small businesses. - Visit John Brennan's Website |
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David AchesonDavid Acheson is the founder of DCJA Consultancy. DCJA Consultancy is a management consultancy business specialising in B2B sales consultancy. They offer bespoke and packaged sales consultancy including Sales Optimisation Review, Interim Sales Management, Sales & Marketing Review, 1:1 Sales & Management Staff Analysis, Management Training, Solution Sales Training, Creation of New Pay Plan, KPI's, run Customer Feedback Campaigns, assist with Recruitment, Coaching, Appraisals and set up Strategic Marketing Campaigns. David spent his early career in accountancy and then moved into sales in 1982, working in Office Equipment, IT, Advertising, Training, Outsourcing and Consultancy. He has held many Senior Positions in SMBs and Global Organisations including Head of Sales Operations & Head of Business Development. His knowledge, skills and great experience of the Sales Industry has led to David making keynote speeches and running educational sessions to key businesses through organisations including The Chamber of Commerce and Business Link. - Visit David Acheson's Website |
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