Before we can prescribe a solution, we must first know your current situation. We initiate this process with our Business Evaluation. Typically we will send you a PDF form to fill-in, then we will follow-up with a phone call to review this information and clarify your answers. In addition to all of your basic information such as company name, address, phone, years in business, number of employees, number of sales reps, annual sales, and locations, we ask you to describe your business. Following are some of the questions we ask:
- What do you do?
- Is your business currently: a: Growing b: Stagnant c: Declining
- Why would a prospect favor your company over your competitors? Give specific reasons.
- What’s most important to your prospects when purchasing your product or service?
- What does a person need to know in order to make the best decision? As if you were giving advice to a friend or Spouse. Teach them and give them the information to become the expert.
- List the biggest challenges YOU face in the areas of sales and marketing – be specific (i.e. “my sales people are having a more difficult time trying to make appointments and here’s why…”)
- What is your competitive environment like? (Direct and indirect) List your TOP 3 biggest competitors and their strengths.
- What media do you use to communicate your messages to your marketplace? (Website, Social Media, Blog, Newsletter, Newspapers, radio, telemarketers, Salespeople, direct mail, etc.)
- Has your marketing environment changed over the last 1 to 5 years? Example: We used to run ads (send mail, have salesmen, etc.) that gave us all the business we could stand, and now those things don’t work anymore.
Of course these are just some of the questions we ask to understand your current situation.
In addition, once you agree to become a client, we will engage in a thorough Discovery process similar to how an attorney would when accepting a new client. An attorney would want to know all of the facts surrounding your case before even thinking of walking into a court of law and presenting his case.
Want to know more about our Discovery process?