082 – The Language of Prospecting

The 13 Essential Questions of Prospecting 

1. What is unique about your product/service and how it is used? Understand your product or service and how it’s used today.

1. How does your product serve people at the deepest level? Define your product or services specialty.

1. Why do your customers continue to use our service year after year? Analyze your current customers and why they buy.

1. Describe your ideal customer in as much detail as possible.

1. 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?

1. What industries are aligned with our Unique Selling Proposition. List customer segments that benefit most from your specialization –

1. Define how your product or service is different

1. Analyze your competitors advantages and why their customers buy

1. Which markets are not buying your product or service category

1. Identify what your prospects must believe to buy from you

1. Evaluate your prospects good characteristics

1. Evaluate your prospects for poor characteristics

1. Then…Focus your energy on your best prospects