Metrics – Prospect qualifying questions
Metric questions to ask the prospect at red moving to yellow
Status Red – no metric proof points presented or sample metric / ROI presented but not validated by the prospect.
Guiding Light Principle: Agreement. The major objective at this level is to gain agreement that the metric / proof points are relevant to their environment, illustrate that you have listen to the prospect, you understand their needs and their business.
- Tell me about your As Is process?
- Explain to me what you like about it?
- Describe to me what “Customers” internal or external, value most about your process?
- Tell me where you have room for improvement?
- Explain to me where you think these savings/impact would work for you in your workflow?
- Describe to me how would this impact you and/or your “Customer”?
- Tell me who would benefit the most by that?
- Explain to me who cares about this?
- Describe to me how this sample metric I just shared with you resonates in your company?
Metric questions to ask the prospect at yellow moving to green
Status Yellow – Metric / ROI is validated by customer but not documented.
Guiding Light Principal – Adoption
- Tell me, now that we’ve defined the metrics/impact that your institution truly cares about, how will you validate them within your company and your buying process?
- Explain to me how we can get these savings/metrics/impact into your Decision criteria and decision process.
- Describe to me who else we are going to need to accept this metric to be valid in your environment?
Metric questions to ask the prospect at green.
Status Green – Customer has taken ownership of metric / ROI and is documented within their decision process.
Guiding Light Principle: Ownership – The Customer is demonstrating ownership of the Metric and actively using it to advance the campaign internally
- Tell me, now that we’ve validated the metrics we agreed upon, what’s the best way to convey these results to management?
- Explain to me who else needs to be involved to approved / validate these metrics?
- Describe to me how these metrics are properly documented in the decision criteria & process?
- Tell me who will benefit the most from these improvements?
- Explain to me their Role in the Decision process?
- Describe to me any obstacles you may encounter in taking ownership of the solution and how these Metrics will help us navigate around them?