Find The Clients You Really WantWe all want to find clients that are perfect for us. These are people who you can add extreme value to, you can easily prove to them that you really add value and they’re a complete joy to work with.

Does this sound like a fairy tale to you? If so, read on to find out why it’s not:

Do you have a process to evaluate whether you’re the right company for a potential customer?

I hope the answer is yes and at the same time I bet your answer would be no. If your business is going to prosper you need to have a discovery process in place that allows you and your sales team to know whether a potential customer you’re talking with is a good fit.

This can be a scary process. You’re going to find out that a significant number of people you and your team speak with won’t be a good fit. When you find this out, you need to be able to say no and move on.

You don’t have to be rude and it’s a good idea to have others who can help people when you can’t. You do want to make sure you know when to say yes and when to pass.

This is where having a discovery process comes into play.

Here’s what we do.

Our system is called The Alignment Process. It usually takes between one and two hours and at the end of that time I’ll know whether I can add value, how much value I can add and what the worth of the value I can add is to the person I’m speaking with.

Our process is really very simple…..It’s a 7 step process that we’ve used successfully for years.

  1. Start with where your potential customer is now.
  2. What is their desired outcome in the future?
  3. What is the gap between where they are now and where they want to be in the future?
  4. What is the value if the gap is filled?
  5. Talk about who we are and how we work.
  6. A conversation about the collaborative process we use.
  7. A discussion about our rules for working with clients and hearing our potential client’s rules for working with them.

The magic of our alignment process.

Our alignment process allows us to know whether we’re the right company to help with the problems and needs you might have. We’ll both know whether your opportunity is big enough for us to work together. You’ll get a sense for how we work and you’ll have a great framework for making a decision whether you should move forward with us or not.

The magic is we’ll both only spend a little bit of time figuring this out. I usually know within fifteen minutes whether we’re likely to be a good fit. If there isn’t some clarity around what and why a potential client would want to work with us, then there’s almost no chance we would have a good working relationship.

The alignment process helps us know whether we’re both clear on what you want. We’ll also know whether we have the skills to help. If not, we’ll help you find someone who can. It’s really that simple.

Without a way of evaluating potential customers you don’t know if you can make money.

Now I want you to look in the mirror. Do you have a process that helps you figure out whether your potential client is a good fit for your company? Remember, not everyone you run across is a good fit and when they’re not a good fit, there’s a great chance the relationship won’t be rewarding in any way……philosophically, economically or socially.

I want you to to put together a process that you and your sales team use every time you start a conversation with a potential customer. I want you to have a way of evaluating the information you learn and have a low barrier to see if you’re right for them.

If you do this, you’re sure to have a business that’s more fun and profitable.

At the end of the day it has to be good for both in any transaction.

Now is the time for my ad for win/win. If you’re looking for new business and you can’t find a way for both of you to get good things from it, you need to walk on. Life is just too short to not have win/win be a major part of your business planning.

What do you think? Are you willing to put together a discovery process where you evaluate fit with potential customers? Let me know what you think in the comments section below.

If you’re interested in having a conversation with me about our alignment process, just hit the button below and choose a date and time that work for you to talk with me.


 

 

Topics: For business owners, alignment process, customer discovery process, sales management

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