Offline Customer Requirements Capture?

7 replies

Looking for a bit of advice from those in the offline market on how you go about actually capturing customer requirements during face to face consultation, particularly regarding services such as SEO or Web Design?

As far as the presenting benefits of these services I'm fine with that, but does anyone use a standard set of questions or prompts in order to firm up their requirement and what you're in a position to upsell to them?

Do you use any sort of templates, or is there anything off the shelf that you'd recommend that would help me put something together?

I expect to price each consultation on a case by case basis (don't want to create standard pricing models) and just need some input from those that have been out and done this so that im fully prepared when I get out to a meeting ...?

Just want to be as prepared as possible, and not to miss any tricks
...I know some of this will eventually come from experience so I hope this doesn't irk any of you very experienced guys

Thanks in advance.
#capture #customer #offline #requirements
  • Profile picture of the author cagwatson
    Nobody ... surely someone must use some sort of requirements capture form when meeting clients?

    I am trying to bottom out my own requirements form , having reviewed a few of the telemarketing scripts and posts on here so I'm making some progress but any more input would be appreciated
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  • Profile picture of the author Vincenzo Oliva
    The best advise I can give when meeting a client is to ask alot of questions and find out their "core desire." This is NOT to "make more money" it's the "pillow-talk" they might have with their spouse...."I wish we had more free time...I wish we didn't have to work so many hours.....I wish I could take the kids to their soccer game"

    DO NOT go into your offer UNTIL you know their core desire.

    Drill down, and then connect that desire with your offer and you have a deal.
    Get small commitments along the way. From a free report sign up to a online presentation to a personal consultation. The more "yes's" you can get the more they need to stay consistent with their commitment.
    Then throw it back at them and remind them,
    "This is what you want right?"
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  • Profile picture of the author Quentin

    The best way to approach offline clients is to do your homework first. I use website grader to see how their website ranks.

    Website SEO Tool | Website Grader

    If it is above 70 then it could be a hard sell.

    I also have started to sell a mobile website first because as a offline business owner myself I get 10 or so calls or visits trying to sell me seo or directory listings a week.

    So here is the sales funnel

    Free QR Code
    Mobile website
    Revamp their current website
    Add posts SEO and other features

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    • Profile picture of the author cagwatson

      it is the list of questions (requirements capture)that I'm trying to draft, great advice thanks, I'll make note

      Quentin, wasn't aware of that site so I've just signed up for the free trial, I'll see how it goes.

      Open to any other advice on suitable questions too.

      Thanks guys!
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      • Profile picture of the author ewenmack

        If you are with your client, or speaking with him over the phone,
        and at an early stage of the buying process, then all you are
        looking to do is find out if there is a match.

        My best and favorite way to open the conversation is,
        "Are you open to the idea of ..."

        It's an open ended question which gets to the heart of
        their problem.

        You also quickly filter out the ones that aren't a good fit...
        without the feeling of rejection.

        You both agree it's a no go and leave it at that.

        You are working shoulder to shoulder to get a grip
        as to the real problem and possible solutions.

        Not waiting to give your pitch...forget it.

        You should be mentally engaged enough to understand
        and remember the key points of your discussion.

        A great way to bring back your prospect out of a losing proposition,
        is to use the same opening line, "are you open to the idea of...?"

        This brings him back to another possibility that he hasn't thought of.

        There's no reason to carry on using "are you open to the idea of..."
        again and again at the same meeting.

        This doesn't mean you don't write down important things
        like names, phone numbers, website addresses etc.

        Just want to make the point of clearing your head of what
        you want to say.

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  • Profile picture of the author Vincenzo Oliva
    Well in that case my 4 best questions are:

    1- What frustrates you the most about your business?

    2 - What are you trying to accomplish THIS year?

    3 - What do you think you'd need to do to double your business this year?

    4 - What strategies have you tried to improve your business that worked and didn't work?

    Those are 4 bread 'n' butter questions that will reveal a ton of info. (DRILL DOWN)
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    • Profile picture of the author cagwatson
      Thanks guys, some very thought provoking questions/ideas
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