qualifying customers

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QUALIFYING CUSTOMERS The World’s Fastest Way to Get the Customers You Deserve Susan Alderson, Sensible Analytics www.susanalderson.com

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Get the customers you deserve! This is a fast way to determine if a customer or client is a good fit for your business. Stop wasting time and money on customers that don't really want what you're selling! The example used is more than a random example - it's the algorithm I use in my consulting business. Use it to determine in one phone call or one conversation whether or not to continue the sales process. Target your marketing to the people who want it!

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Page 1: Qualifying Customers

QUALIFYING CUSTOMERS

The World’s Fastest Way to Get the Customers You Deserve

Susan Alderson, Sensible Analyticswww.susanalderson.com

Page 2: Qualifying Customers

THERE’S A DIFFERENCE

between the customers you don’t want, and the ones you do

Page 3: Qualifying Customers

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

Page 4: Qualifying Customers

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!

Page 5: Qualifying Customers

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?

Page 6: Qualifying Customers

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?

Page 7: Qualifying Customers

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%

Page 8: Qualifying Customers

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!

Page 9: Qualifying Customers

Susan AldersonSensible Analytics

www.susanalderson.com

Better Decisions Lead to Better Results