Q1.

Do you receive a significant amount of new business by word of mouth? If so, do you have an effective referral system which multiplies your word of mouth business?

Yes No

Q2.

Were you aware that on average 68% of customers stop buying from their existing supplier of a good or service because of a perceived indifference from that supplier (ie the business never contacts them again). Only 9% leave because of a better price or deal elsewhere. Do you have a client retention program to ensure your customers know you value them and that they have your business "top of mind"?

Yes No

Q3.

Were you aware that the composition of an advertisement along tested, proven direct response principles can multiply an advertisement response by more than 5000%, and more than 90% of companies' ads don't incorporate these principles. If you presently advertise, do you or your agency create your advertisements with these principles in mind?

Yes No

Q4.

Most companies have one or two other companies or "centres of influence" who refer business to them from time to time. However, very few companies have a system whereby their alliance partners consistently send their partner company every single qualified customer with a strong endorsement and reason to take action. Do you have a system with alliance partners that send you all their qualified clients?

Yes No

Q5.

We find that most companies don't have a system for measuring and tracking the number of leads they receive, where those leads come from and where each lead ends up in the sales process. As a result, companies don't really know which marketing activities are effective and don't know where they are losing prospects in the sales process. Do you measure the source of your leads and your sales conversions at every step in the sales process.

Yes No

If yes so, do you know which sales techniques and sales tools are effective and those that are not?

Yes No

Q6.

When someone asks why they should buy from you, can you answer them with a specific point of difference that your competitor doesn't also claim (whether right or wrong). Do you have a Unique Selling Proposition, a Magic Story or Commitment Statement.

Yes No

If yes, does your written and verbal communications reinforce and reiterate your point of difference throughout every point of contact?

Yes No

Q7.

Companies that proactively contact high value prospects (whether through advertising, direct mail or direct telephone calls) generally do so when the vast majority of this market is not ready to buy. With a direct sales or appointment offer, any success is minimal in comparison to what they can achieve if they contact their prospective customer with a relationship building approach. A Key Account Relationship Marketing 6 pass approach can have up to 60% acquisition of profiled prospects (the ones you want to deal with) within a year. Do you have a 6 pass nurturing approach to high end prospective clients you would love to bring on board?

Yes No

Q8.

It is 5 times more costly to acquire a new customer than it is to get an existing one to return, do you direct market or communicate back to your past customers with special offers and/or events to encourage further purchases?

Yes No