Gather InformationLet the prospect do the talking.

What is your primary mission?Why are they in business? Observe and listen for key

words and phrases and incorporate them into your

conversations.

How do you go to market?

How do they reach their final buyer?

Are there channel partners such as distributors, dealers, value-added

service providers? Brick & mortar?

Online?

What is the most unique

characteristic of your company?

What makes them distinctive? How are they different from

their competitors?

Who are your competitors?What is their rank?

Leader? Follower? New Player?

What Trade Shows? Do you attend?

Do you exhibit at?What trade publications do you

subscribe to?

What is the biggest challenge facing you right now?

Find out where their pain is. Losing Market Share?

Technology changing their world? Demographic shifts?

What does success look like?

How will things look when your goals are achieved? How do you want people to feel about

your organization?

What was your greatest (sales, marketing,

advertising, HR, PR, etc) success?

And, what was the worst experience?

Are there any creative solutions you have seen

or heard of other companies doing?

Are there any you would like to hear about?

How does your company establish relationships with

customers and employees?

This could lead to a follow-up...and vendor partners?

Are there any programs that could use enhancements?Programs under development

Annual programs Events

Recognition Opportunities

What problems can I help you solve?

Loyalty Employee Engagement

Marketing Recognition

What impression do you want to leave with a customer?

Use one word to describe it. (i.e. Coke = Refreshing)

For Better Answers, Ask Better Questions

Paul A Kiewiet MAS paul@brandkiwi.com www.create2bgreat.com “To challenge and inspire people so that we can realize our full potential” Twitter @paulkiewiet http://bit.ly/link2Paul