87 Questions to Check Your Sales and Company

8/13/2019 87 Questions to Check Your Sales and Company

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How Do You And Your Business Stack Up?

Self-Diagnostic Assessment Test

Dear Business Owner:

A lot of people fixate on the abstract concept of trying to work on their business,

instead of in it. !" a "ore direct and logical thinker. !#e always tried to figure outhow to get a business to work harder for its owner than he or she worked for it. A

si"ple difference perhaps. But a "a$or difference, nonetheless.

%ith "y dri#ing thought always being how "any ways can help get your businessworking harder and better for you &&& !#e created an '(&)uestion, self&diagnosticassess"ent test called *ow Do +ou And +our Business tack -p. t asks so"e

#ery straightforward, /yet highly re#ealing0 )uestions designed to instantly detect

whether or not your business could &&& and should &&& be working harder and "oreprofitably for you &&& And if so, precisely where you ha#e the "ost roo" fori"pro#e"ent.

in#ite you to sit down right now and go through the '( )uestions on this test &&& theanswers and their business1financial i"plications to you will be self&e#ident. Once

you!#e co"pleted all '( )uestions, see where you stand /see self&diagnosticinterpretation section at the end0.

f your business working as hard and as profitably as it should for you, ingratitude, want to include you for the newest book !" working on, tentati#ely titled

2aking +our Business 3eally 4ay Off.

f you scored a 56 or less, perhaps you should gi#e careful consideration to the allnew four&day winging 7or 8he 7ences 2arketing 2akeo#er, profit&"axi"i9ing andstrategy restructuring one&on&one progra" we!re ha#ing in uly. At the #ery least,

you "ight benefit fro" re#iewing the executi#e su""ary o#er#iew that !#e includedwith this assess"ent.

t!s a sha"e to see pro"ising businesses under&perfor" their capability to deli#er"ore inco"e, certainty, profits and wealth to their owners &&& if it!s easily doable.

7re)uently, "erely shifting the "arketing you do, the strategy you follow and1or the"oney&"aking syste" you i"ple"ent can double, re&double and e#en re&double &&

again && the inco"e and profits your business deli#ers to you.

created this self&diagnostic assess"ent test to see whether or not your businesscould be &&& and should be &&& deli#ering "ore pay&off for you. !ll be interested in theconclusion you co"e up with after reading the diagnostic scale at the end of the test.

;ood luck and let one of "y Business ;rowth.


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*ere now are the '( )uestions to answer. Be candid with yourself< since you alonewill know the exact answers and their profit i"plications.

=. *ow "any different selling "ethods do you currently do1use

>>>>>>One /= pt0 >>>>>>> ?&@ /?pts0 >>>>>>> 6 or "ore /5 pts0

?. *ow "any new potential selling "ethods ha#e you tested in the last =? "onths

>>>>>>>one /0 >>>>>>> One /=0 >>>>>>>>?&@ /?0 >>>>>>> 6 or "ore /@0

5. Do you ha#e a keen handle on all you "arginal net worth factors for all three

ways to grow clients and for each seg"ent or separate product line you "arket>>>>>>>o /0 >>>>>>> A 7ew /=0 >>>>>>> 2ost /?0 >>>>>>> All /@0

@. *ow "any for"ali9ed, referral generating syste"s do you ha#e working right now

that e#eryone in your enterprise with Buyer Contacts uses and follows

>>>>>>> one /0 >>>>>>>One /=0 >>>>>>> ?&6 /?0 >>>>>>> or "ore /@0

6. s your business being "arketed tactically or strategically

>>>>>>> 8actically /0 >>>>>>> trategically /?0

. Do you ha#e a powerful -4 that co"es across to the "arket you target as being

the only #iable solution to a proble" they ha#e that you alone #erbali9ed for the" oran opportunity you alone identified

>>>>>>>o /0 >>>>>>>+es /?0

(. Do you know what your attrition rate is and why they stop buying fro" you

>>>>>>>o /0 >>>>>>>4artially /=0 >>>>>>> +es, in both cases /50

'. Do you ha#e attrition reduction or client conser#ation progra"s in place to"ini"i9e inacti#e buyers

>>>>>>>o /0 >>>>>>>+es /?0

E. Do you ha#e co"prehensi#e databases of your prospects and buyers thatidentifies e#erything fro" na"es, contact nu"bers, type of buying, what they buy,what they didn!t buy, where they originated fro", )uantities of past purchases, etc.

>>>>>>> o /0 >>>>>>> 4artial /=0 >>>>>>> +es On All ssues /50


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=. Do you acti#ely use all the data abo#e to target different categories ofprospects1buyers in different ways for different products or ser#ices

>>>>>>>o /0>>>>>>>+es /50

==. Do you know exactly where all /or at least "ost0 of your business is co"ingfro" and how to sti"ulate "ore people fro" those specific sources to purchase fro"you >>>>>>>o /0>>>>>>>+es /?0

=?. Do you know where your biggest source of untapped new business is and how toulti"ately "ine it

>>>>>>>o /0 >>>>>>> +es /?0

=5. Does at least ?6F of your business currently co"e fro" referrals

>>>>>>> o /0 >>>>>>>+es /?0

=@. s the a#erage nu"ber of referrals you get e#ery "onth going up or down

;rowing or dropping

>>>>>> Down1Dropping /0 >>>>>>-p1;rowing /?0

=6. Do you ha#e a reliable syste" of collecting and creating client testi"onials andsuccess stories

>>>>>>> o /0 >>>>>>> +es /?0

=. f yes, how "any client testi"onials and success stories do you ha#e

>>>>>>> =&6 /=0 >>>>>>> &= /?0 >>>>>>> ==&? /50 >>>>>>> ?= G o#er /@0

=(. Do you effecti#ely and powerfully use your testi"onials in all the "arketing,

ad#ertising and sales efforts you do

>>>>>>> o /0 >>>>>>> o"eti"es /=0 >>>>>>>+es, always /50

='. Do you ha#e respected people in your field, "arket, industry who unhedginglyendorse you and your co"pany

>>>>>>> o /0 >>>>>>> +es /?0

=E. *ow "any endorse"ents do you ha#e

>>>>>>> one /0 >>>>>>>> =&5 /=0 >>>>>>> @&E /?0 >>>>>>>= or abo#e /50


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?. Do you ha#e a continuous syste"1approach progra" acti#ely in place tocontinually secure "ore pro"inent endorse"ents

>>>>>>> o /0 >>>>>>> +es /?0

?=. Do you ha#e any strategic alliances1host beneficiary relationships acti#ely inplace right now

>>>>>>> o /0 >>>>>>> +es /?0

??. f yes, how "any strategic alliances1host beneficiary relationships are youcurrently doing pro"otions with right now

>>>>>>> One /=0 >>>>>>> ?&6 /?0 >>>>>>> &= /50 >>>>>>> = or "ore /@0

?5. Are you adding host beneficiary endorse"ents /i.e., co"ple"entary businesses,

publications, associations0 to your "arketing "ix e#ery )uarter

>>>>>>> o /0 >>>>>>> +es /?0

?@. f yes, how "any /on a#erage0 are you adding to your "arketing "ix e#ery)uarter

>>>>>>> = /=0 >>>>>> ?&5 /?0 >>>>>>> @&E /50 >>>>>>> = or "ore /@0

?6. Do you repeatedly test headlines or their e)ui#alent /i.e., opening sentence of

your presentations, phone&in sales calls, tele"arketing scripts, greeting at tradeshows, etc.0

>>>>>> o /0 >>>>>>> +es /?0

?. f yes, how "any different headlines or e)ui#alent ha#e you successfully

tested in the last =? "onths

>>>>>>> = /=0 >>>>>>> ?&E /?0 >>>>>>>> =&? /50 >>>>>>> ?= or "ore /@0

?(. Do you ha#e a syste"atic, ongoing follow&up syste" you follow and put intoaction for e#ery prospect and first ti"e buyer you ac)uire

>>>>>>> o /0 >>>>>>> +es /?0

?'. *ow often do you follow up to past buyers1clients by phone, "ail, e&"ail or in&person

>>>>> e#er /0 >>>>> Once H#ery ix 2onths /=0 >>>>> Once A Iuarter /?0

>>>>> 2ore Often /50


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?E. Do you know your allowable cost of ac)uiring a new prospect and1or clients andif yes, do you in#est up to that a"ount in your "arketing efforts to ac)uire new

buyers

>>>>> o /0 >>>>> +es /?0

5. Do you ha#e a progressi#e backend< "eaning, you keep logically either resellingclients ongoing )uantities of your basic products1ser#ices or you keep adding new

additional backend products or ser#ices to the sales cycle.

>>>>> o /0 >>>>> +es /?0

5=. f yes, how "any different progressi#e, backend products do you offer

>>>>> =&? /=0 >>>>> 5&E /?0 >>>>> = or 2ore /50

5?. *ow often do you spend a day or "ore of your ti"e de#eloping "arketing for

your business

>>>>> e#er /0 >>>>> Once H#ery ix 2onths /=0 >>>>> Once A Iuarter /?0

>>>>> 2ore /50

55. Do you belie#e 4eter Drucker!s )uote that "arketing and inno#ation are the twothings that create custo"ers and profits< e#erything else is an expense

>>>>> o /0 >>>>> +es /?0

5@. Do you use risk re#ersal to close sales and differentiate your business fro" yourco"petitors

>>>>> o /0 >>>>> +es /?0

56. f yes, how "any different ways ha#e you tested re#ersing the risk

>>>>> one /0 >>>>> = /=0 >>>>> ?&@ /?0 >>>>> 6 or 2ore /50

5. *ow "any of these key, "arketing factors do you regularly test

>>>>> othing /0 >>>>> ust *eadlines /=0 >>>>> *eadlines, Offers /?0

>>>>> *eadlines, Offers and ;uarantees13isk 3e#ersals /50

5(. Do you offer bonuses /either tangible or intangible0 as an incenti#e to purchase

your product or ser#ice now

>>>>> o /0 >>>>> +es /?0


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5'. *ow "uch of a difference ha#e your tests "ade on either your results 1response 1 profit

>>>>> Jess than=F "pro#e"ent /=0 >>>>> ==&5F /?0 >>>>> 5=&6F /50>>>>>> 6=&EEF /@0 >>>>> =F /double0 or *igher /60

5E. Do you do 431"edia relationships1radio1newspaper1"aga9ine inter#iews

>>>>> o /0 >>>>> +es /?0

@. Do you use the results of these acti#ities in excerpts or reproductions as part ofyour "arketing

>>>>> o /0 >>>>> +es /?0

@=. Do you write articles, special reports or a book/s0 you use for pro"otional

positioning

>>>>> o /0 >>>>> +es /?0

@?. Do you ha#e a pri"e prospect list or lists you "arket to by either direct "ail, e&"ail, tele"arketing, catalog or sales personnel

>>>>> o /0 >>>>> +es /?0

@5. Do you know what your return on in#est"ent is for Jead14rospect ;enerating,

Jead ;enerating and ales Con#ersion and1or 3eselling Buyers

>>>>> o /0 >>>>> +es /?0

@@. Do you ha#e a continuous way to build a growing prospect1client e&"ail list

>>>>> o /0 >>>>> +es /?0

@6. *ow often do you send )uality e&"ails out that pro#ide a benefit to your clientsand1or prospects

>>>>> e#er /0 >>>> nfre)uently /=0 >>>> Iuarterly /?0 >>>> 2onthly or 2ore /50

@. Are your e&"ails, educational1contact&based and not "erely self&ser#ing

>>>>> o /0 >>>>> +es /?0

@( Do you ha#e a direct response&for"atted website that is built around "y

"arketing principles

>>>>> o /0 >>>>> +es /?0


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@'. Do you do effecti#e /"eaning successful at both attracting and then con#erting0search engine opti"i9ation that builds "ore prospects, buyers, business

>>>>> o /0 >>>>> +es /?0

@E. Do you ha#e a 4ower 4arthenon of different "arketing acti#ities in place whereprospects1clients1re#enue flow in fro" "ultiple profit pillars1strea"s f yes, how"any pillars in your 4ower 4arthenon

>>>>> ? /=0 >>>>> 5&6 /?0 >>>>> &' /50 >>>>> E or 2ore /@0

6. Do you ha#e a target prospect list of strategic partners K i.e., co"panies that

either already ha#e a strong relationship with the sa"e people you want to sell&&ornew, co"petiti#e organi9ations that ha#e "ore to gain than e#en you do by seeingyou sell your product1ser#ice to "ore people1co"panies.

>>>>> o /0 >>>>> +es /?0

6=. f yes, how "any prospecti#e, new strategic partner co"panies /withco"plete contact data0 are there on that list

>>>> =&6 /=0 >>>> &= /?0 >>>> ==&? /50 >>>> ?=&6 /@0 >>>> 6= and O#er /60

6?. *a#e you and all your people who ha#e contact with your prospects1buyers hadfor"ali9ed strategic consultati#e1ad#isory sales training

>>>>> o /0 >>>>> +es /?0

65. f yes, how often do you retrain and ad#ance their skills in this all&i"portantre#enue&generating factor

>>> e#er Again /0 >>>> +early or Jonger /=0 >>>> H#ery ix 2onths /?0 >>>>2onthly /50

6@. *ow "any co"petiti#e ad#antages ha#e you created for your business

>>>>> one /0 >>>>> One /=0 >>>>> ?&6 /?0 >>>>> or 2ore /50

66. Do you ha#e successful ways to ac)uire new clients1buyers at a breake#en and

that "akes your real profit on the backend

>>>>> o /0 >>>>> +es /?0

6. f yes, how "any different approaches do you use

>>>>> One /=0 >>>>> ?&5 /?0 >>>>> @ or 2ore /50


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6(. Do you regularly educate and update your prospects and clients

>>>>> o /0 >>>>> +es /?0

6'. *ow "any prospect lists ha#e you located and use that better target your best

defined prospects

>>>> one /0 >>>> One /=0 >>>> ?&6 /?0 >>>> &= /50 >>>>== or 2ore /@0

6E. Do you really think your "arketing "akes irresistible offers to your prospects

>>>>> o /0 >>>>> +es /?0

. f no, how "any ways can you co"e up with right now to strengthen the

appeal, attracti#eness, effecti#eness of your sales, ad#ertising, pro"otional offersand propositions

>>>>> One /=0 >>>>> ?&6 /?0 >>>>> &= /50 >>>>> 2ore than = /@0

=. *ow "ay "ore co"ple"entary /up&sell1cross&sell0 products1ser#ices do you

currently add to your sales proposition

>>>>> one /0 >>>>> One /=0 >>>>> ?&6 /?0 >>>>> or 2ore /50

?. Do you offer buyers greater1larger units1)uality product to increase the si9e ofeach sale

>>>>> o /0 >>>>> +es /?0

5. f no, how "any possibilities can you co"e up with right now for doing this

>>>>> one /0 >>>>> One /=0 >>>>> ?&6 /?0 >>>>> or 2ore /50

@. Do you endorse or do $oint #entures with other co"panies to sell 8*H3

products1ser#ice to +O-3 buyers and prospects

>>>>> o /0 >>>>> +es /?0

6. Do you hold, run, or do special e#ents such as se"inars, new product

introductions, end of year pro"otions, close out pro"otion, pri#ate sales, "eet the"anage"ent e#ents, "eet the "anufacturer e#ents, "eet the creator&type e#ents,etc.

>>>>> o /0 >>>>> +es /?0


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. Do you ethically /but effecti#ely0 prepare buyers fro" their #ery first purchasingexperience with you to keep the" co"ing back to purchase o#er and o#er again

>>>>> o /0 >>>>> +es /?0

(. Do +O- personally talk to your buyers, prospects, and clients regularly to learnwhat they want and then build a relationship with the"

>>>>> o /0 >>>>> +es /?0

'. Do you regularly shop1buy fro" your co"petitors to see what they do differentlyor are doing that your co"pany doesn!t do

>>>>> o /0 >>>>> +es /?0

E. 8here are between =6 and 5 key i"pact or le#erage points that can positi#ely

increase your business! sales1profit perfor"ance. *ow "any ha#e you identified

>>>> one /0 >>>> =&6 /=0 >>>> &= /?0 >>>> ==&? /50 >>>> O#er ? /@0

(. Do you ha#e a written "arketing strategy and tactical i"ple"entation plan youcontinuously apply and follow

>>>>> o /0 >>>>> +es /?0

(=. f yes, do you regularly "onitor and "easure results and perfor"ance of e#ery

ele"ent of that plan and ad$ust, replace, i"pro#e areas or acti#ities whene#erperfor"ance drops or does not exceed specific targeted bench"arks you!#e

established

>>>>> o /0 >>>>> o"eti"es /=0 >>>>> +es, Always /?0

(?. Do you ha#e a co"plete e&"ail "arketing strategy you constantly adhere to,i"ple"ent and follow

>>>>> o /0 >>>>> +es /?0

(5. Do you study the success approaches other co"panies use that can be adaptedand adopted by you

>>>>> o /0 >>>>> +es /?0

(@. f yes, do you regularly /at least once a )uarter or "ore0 pick approaches you

want to try out and then actually test the" to see if they perfor" better than theapproach/es0 you are currently using

>>>>> o /0 >>>>> +es /?0


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(6. Does your "arketing, sales approaches and ad#ertising acti#ities focus onbenefits or features

>>>>> 7eatures /=0 >>>>> Benefits /?0

(. Do you know the top fi#e reasons why prospects don!t buy fro" you

>>>>> o /0 >>>>> +es /?0

((. Do you ha#e a co"pelling and persuasi#e way to o#erco"e each of those fi#e

ob$ections or resistance points

>>>>> o /0 >>>>> +es /?0

('. Do you really know what your business ideology is and can you explain it in aparagraph or less

>>>>> o /0 >>>>> +es /?0

(E. Do you know all of the "arketing assets /both tangible and intangible0 your

business has a#ailable to it

>>>>> o /0 >>>>> +es /?0

'. *a#e you identified all the different re#enue&generating acti#ities your businessis engaged in doing so you can start i"pro#ing and "axi"i9ing each one

>>>>> o /0 >>>>> +es /?0

'=. *ow often do you in#est ti"e, effort and co""itted focus to learn better ways to

i"pro#e the sales, "arketing, profit and1or co"petiti#e perfor"ance of yourbusiness

>>>> e#er /0 >>>> Once a year /=0 >>>> 8wice a year /?0 >>>> Constantly /50

'?. *ow "uch of "y three ways to grow a business "odel and its 5? key re#enue

dri#ers are you currently applying

>>>> one /0 >>>> Lery Jittle /=0 >>>> About One&8hird /?0 >>>> 2ost /50

'5. Are you effecti#ely applying the strategy of 4re&H"inence to all your sales,"arketing, pro"otional and prospect1client co""unication

>>>>> o /0 >>>>> o"eti"es /=0 >>>>> +es, Always /?0


11/12

'@. Do you really know and can you clearly #erbali9e what your business! biggest"arketing proble" is

>>>>> o /0 >>>>> -nsure /=0 >>>>> +es, Absolutely /?0

'6. Do you know what the biggest untapped sales or "arketing opportunity yourbusiness has a#ailable to it and can you state it clearly

>>>>> o /0 >>>>> +es /?0

'. Do you know what areas of your "arketing your business is weak, poor orineffectual at doing, i.e., prospecting follow&up, con#erting, re&selling, referrals, etc

>>>>> o /0 >>>>> +es /?0

'(. Do you know where your business! biggest growth or profit opportunity lies

>>>>> o /0 >>>>> +es /?0


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The e!" #or $nterpreting Your Answers

ow that you!#e co"pleted answering all the )uestions in this assess"ent test,

here!s how to see what it all "eans to you:

8ally up all the points your answers represent by calculating the point status of each

answer you!#e gi#en /use the nu"ber in parentheses following each response0. Onceyou get your co"bined total, here!s what it tells you . . .

f your total points e)ual 56 or less, it tells you that your "arketing is #ery

weak, your opportunity for growth and greater profitability with a better"arketing strategy to follow is al"ost assured . +ou are probably reali9ing less

than =6F of your real business1financial1"arketing potential.

f your total points e)ual to =E5, you!re "arketing at a decent le#el< but

your business has exceptional roo" for i"pro#e"ent. +ou can probablyincrease your o#erall perfor"ance by 'F or "ore "erely by betterunderstanding and applying the "arketing opportunities you ha#e a#ailable.

f your total points exceed =E@ or higher, congratulationsM +ou!re a #ery fine

"arketer already and should feel good about where you!#e co"e, so far. But,ironically, because +O- understand so well the real additional "arketing

opportunities a#ailable to your business K your business probably still hasspectacular geo"etric growth possible if you decided to take your strategy andtactics to the highest perfor"ance le#els possible. e#ertheless, !" #eryproud of your le#el of success so far and would lo#e to talk to you about what

you are doing.

%here#er you and your business falls on the "arketing "astery scale & one of "y

Business ;rowth Ad#isors wants to talk to you.

8hey are inter#iewing business owners who take this test as research to help the"

assist people thinking about signing up for our winging 7or 8he 7ences, 2arketing2akeo#er 4rogra". +our answers and co""ents will help other people know whether

or not their business needs a "arketing "akeo#er and strategy i"ple"entationrestructuring process, custo" for"ulated with "e.

87 Questions to Check Your Sales and Company

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