What are their main pain points?
Each day, they are missing something in their life that would make their job easier – that’s how they’ve found you. What are these pain points? What severity are they: general annoyances or catastrophic fears? Are they driven by easing their own life, the lives of their team, or external fear that the business might be in trouble? Find out more.
What might they say to you about their goals?
"I want to avoid upheaval with implementing a new tool; it needs to be as smooth and undisruptive as possible."
"The data needs to show positive results within six months, that your product is helping us improve our sales."
Ask them specifically for their targets and you can build these into your own goals with them. Make everything solutions driven, tailored specifically to their targets.
What might they say to you about their challenges?
"It’s been difficult getting company-wide adoption of new technologies in the past."
"I don’t have time to train new employees on a million different databases and platforms."
You may not be the first business who has tried to help them with a solution: if they’ve worked with a company who let them down before, they’ll be extra sensitive about their challenges, and more reluctant to trust a new service or product.
What are some common objections?
What are the most likely answers they will give you not to work with you? It’s unlikely a business will say “yes, when can we start?” on your first call with them: you need to be prepared to counter their objections, or offer solutions ahead of them expressing their concerns. These are often money, time and energy related so be prepared with your answers.
What will happen if they don’t find a solution?
What’s the alternative to finding a solution? Will their business’ efficiency be damaged? Might they go out of business? Or will they just have to put up with an inconvenience for longer? If their job or business is at stake, they will be in more of a hurry to rectify the problem – this urgency might be a double-edged sword for you as it means they will be keen to get started, but desperate to see quick results. Find out more.