Why Survey Businesses

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You run a coffee company.

You try to sell:

  1. "Hey! My COFFEE = SOOOO GOOD 4 YOU!"
  2. "We ^1!"
  3. Fail.

Why?

When you start selling, people put up a defense mechanisms.

They think:

  1. Hey, this dude is just trying to make a sale.
  2. He doesn't care about my needs.
  3. He just wants my money.

Why Survey

For simple requests:

  • It's frickin' tough for people to say 'No'.
  • People want to help people.

Ask for a quick 30-sec survey (in which they can hang up at anytime).

Start probing with questions to understand their current situation.

For instance:

  1. "Does your company provide coffee for your employees?"
  2. "Do you buy your own coffee?"
  3. "How much are you paying for your coffee beans?"
  4. "Are you happy with your coffee supplier?"
  5. "Would you consider another vendor if they can meet your needs better?"

Now that you understand more about their current realities, can your service/product/solution help them?

SHABAM!

You got a potential lead/sale/relationship/customer -- who's now much more willing to do business with you.

What Customers Want From You

Simple:

  • Solve their problems.
  • Help them cut costs.
  • Help them run a better business.

When you start probing them with questions to understand how they work/operate/live/love, you start understanding the peculiarities of the business -- and how your solution can solve their shiznitzle.

You'll start selling your coffee beans like it ain't no thang but a chicken on a Willy Wonka string.

Survey. Sale.

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Posted on October 16

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