Post on 22-Apr-2015
description
QUALIFYING CUSTOMERS
The World’s Fastest Way to Get the Customers You Deserve
Susan Alderson, Sensible Analyticswww.susanalderson.com
THERE’S A DIFFERENCE
between the customers you don’t want, and the ones you do
FEATURES OF THE EQUATION
Find the best customers for your business easily
Save time and money by knowing your scope
Have an algorithm that you can easily teach anyone on your staff
STEPS TO SUCCESS
Define your ideal customer
Give a score based on a weighted scale
Rate the customer on the same parameters
Compare the score!
DEFINE YOUR IDEAL
Use 4 - 7 parameters
Make sure the information is readily available
Possible Questions:
Do they know what they want?
Do they have a budget in mind?
Can you identify the purchaser - as opposed to the end user?
When do they need it?
If you travel to the customer, how far away are they?
How did they choose you in the first place?
GIVE AN IDEAL SCORE
Ideal Customer
Ideal Traits Weight* Top Ideal Score
Total Ideal Score
History of using consultants 5 10 50
Within a day trip of my home 7 10 70
Research, Software, or Manufacturing
3 10 30
Minimum of 5 employees 4 10 40
Financially strong/stable 7 10 70
Buyer easily identifiable 7 10 70
Used to paying for the job, not hourly
8 10 80
Total Possible Score 410
*Weight = on a scale of 1 - 10, how important is it to you?
COMPARE A PROSPECTIVE CUSTOMER TO THE IDEAL
Real ExampleTraits Weight Customer
ScoreNotes Total
Customer Score
Acceptable if over
60%History of using consultants
5 7 Y 35
Within a day trip of my home
7 5 1.5 35
Research, Software, or Manufacturing
3 7 Agribusiness
21
Minimum of 5 employees
4 8 Y 32
Financially strong/stable 7 10 Y 70
Buyer easily identifiable 7 10 Y 70
Used to paying for the job, not hourly
8 8 Y 64
Total * 327 79.8%
*Total = 327/410 = 79.8%
TRY IT OUT!
Define your own parameters
Test it with past customers
Test it with your next dozen customers
Let me know how it worked!
Susan AldersonSensible Analytics
www.susanalderson.com
Better Decisions Lead to Better Results