A CQI is a simple line of questioning that will help you get a better understanding of the business you are working with, instantly make you sound like an expert and help you determine which services to offer them
This CQI is not to be emailed or sent to the client. You ASK these questions either on the phone, in person, or through a video chat.
The ultimate goal is to qualify the prospect to see if they are a good fit for your marketing services, what services they need, if they can afford your services and if they value their business and your services enough to close the business you send them
CLIENT INFORMATION
What challenges is your business currently facing?
Would you say you have the capacity to handle more business and are looking to bring more new customers into your business to grow sales OR are you interested in just maintaining your current customers while still increasing sales?
Goal: We want them to admit/confirm that they want help. In addition, we’re getting an idea on where their head is at in terms of their capacity to handle more business. More customers = all services are on the table. Maintain customers = focus on database reactivation
How much does your typical customer spend on their first purchase with you?
Goal: We just want an idea of how much 1 customer is worth upfront.
What type of advertising are you currently doing?
We’re trying to figure out what they’ve been doing up to this point. Do they have a plan or are they haphazardly doing things. We also want to know how they’re currently getting customers. This can help us in planning what services to offer. Lastly, we are seeing how much further thought they’ve given to advertising their business. This can help us see what’s on their mind in terms of planning and budgeting.
Where do you currently get most of your customers
What stops you from putting more into advertising?
Do you have a list (email, phone numbers, etc.) of current customers or prospects (newsletter list) that you can make offers to?
Goal: We’re simply determining if they are a candidate for database reactivation
How satisfied are you with your current website?
As you know, AI is being implemented across the globe, have you implemented any of this technology into your business?
Goal: You are uncovering their knowledge of AI, if they are or aren’t using it and what AI service we could possible sell them
Do you actively collect reviews from your customers after using your services?
Goal: We’re seeing if they’re a candidate for Reputation Management
What would be the ideal scenario in terms of business growth or improvements in the next 90 days?
Goal: We’re trying to do 2 things: First, We’re setting that 90 days is a “short term” period of time. If we close them, we don’t want them making decisions of the success of our work within a 30 day period. We want them vested for a minimum of 90 days. Secondly, we getting an idea of what they are looking to get out of any advertising in the short term. This can help us understand their expectations, reset them if needed and help us plan our strategy
How about over the course of 12 months? Where would you like to be in a year?
We’re doing the same things as the previous question. First, we are setting the time frame of working together for 12 months and them envisioning what those outcomes could be. We are also getting an idea of what they are looking to get out of any advertising in the long term. This will help understand their expectations and play our overall strategy
What is your plan to achieve those short term and long term results?
We’re trying to highlight why they need our help. Most businesses don’t have a plan. This question helps them vocalize this and hopefully come to the realization that they need us to help them achieve the goals they laid out in the previous questions.