Entrepreneurs often focus on getting their logo, website, and social media presence set up or leveraged. How to get more customers is not top of mind. There are 4 things ways to qualify your potential customers (prospects). In this short video I talk about each one.
Getting More Customers Means Asking Questions
I'm not here to serve everyone who is interested in my business. And you are not, either. In fact, I'm betting that more than half of the people who follow your emails or follow you on social media are “not yours.” Meaning, they are not your people, not your ideal customer, not the person you would do your best work with. Smart business owners who wear their CEO hats know who they work with best, and they stick to that type of customer.
It's not yours to teach, educate, or cajole someone to work with you who doesn't get your value.
It's not yours to teach, educate, or cajole someone who doesn't have enough of a business to take advantage of what you offer.
Use These Four Questions to Qualify New Customers
As you are talking with a prospect, ask yourself these questions.
- Does this person understand what you offer?
- Does she value what you offer?
- Is she in a position to benefit from what you offer?
- Can she afford what you offer?
In the video, you'll see that I talk more about each of these four questions and how they help you find the customers who both need you and want you – and where you'll do your best work. And here's an article for you about the 13 reasons customers buy what you offer.