IMPORTANT INFO
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For the purpose of answering these questions, imagine your ideal client / perfect customer. We want to do our best to appeal to them as a priority so we need to first determine who they are.
What is your buyer’s problem? What do they need to improve / prevent / start / stop / optimise / solve / learn more about? Think about key words as well as concise sentences.
This response will be awarded full points automatically, but it can be reviewed and adjusted after submission.
What are the consequences of inaction or not prioritising action? Do they have common misconceptions about addressing the problem, goal or challenge?
This response will be awarded full points automatically, but it can be reviewed and adjusted after submission.
OTHER CONSIDERATIONS
In some cases you may not want to work with certain people. Perhaps you only offer very high end services so you want to be conscious not to attract people who have minimal disposable income. You want to be conscious of deterring anyone who is not an ideal customer from engaging in your customer / buyer process to avoid wasting time for both parties.
How can you qualify potential buyers to make sure they are the right fit for your brand?
This response will be awarded full points automatically, but it can be reviewed and adjusted after submission.
Are there any other requirements or prerequisites for the potential buyer to complete the buyers journey?
E.g. They must have completed a previous offer of yours, or own a certain product.
This response will be awarded full points automatically, but it can be reviewed and adjusted after submission.
When the prospect knows they have a problem, and want to actively resolve it, but doesn’t yet know that you exist or that you can help them solve that problem. At this point they may or may not know what the solution is to their problem.
What is the potential buyer thinking or feeling at this point in the buyer journey?
This response will be awarded full points automatically, but it can be reviewed and adjusted after submission.
What are the potential buyer’s biggest pain points at this time? How do they describe their goals or challenges?
This response will be awarded full points automatically, but it can be reviewed and adjusted after submission.
What are the potential buyer’s actions or main priorities? What are they seeking?
This response will be awarded full points automatically, but it can be reviewed and adjusted after submission.
What or where is the potential buyer researching? How do they educate themselves on their goals, challenges and solutions?
This response will be awarded full points automatically, but it can be reviewed and adjusted after submission.
How will you move the buyer along their journey to get to Consideration Stage? How will you introduce them to your brand?
This response will be awarded full points automatically, but it can be reviewed and adjusted after submission.
How will you make them aware of the solution to their problem?
This response will be awarded full points automatically, but it can be reviewed and adjusted after submission.
When the prospect is aware that you exist and that you have a solution to their problem, but they are still evaluating other possible solutions.
What is the potential buyer thinking or feeling at this point in the buyer journey?
This response will be awarded full points automatically, but it can be reviewed and adjusted after submission.
What common solution terms would your potential buyer be using at this stage?
(e.g. provider, service, supplier, tool, device, software, app, solution)
This response will be awarded full points automatically, but it can be reviewed and adjusted after submission.
What are all the potential solutions to the potential buyer’s problem? What categories, tools, approaches, methods or options would they be looking for? What are the pros and cons of all the options?
If any solutions fall outside of what your products and services are, can you add them to your offers without confusing your brand vision?
This response will be awarded full points automatically, but it can be reviewed and adjusted after submission.
How will you move the potential buyer along their journey to get to Conversion Stage? How can you stand out from your competitors?
This response will be awarded full points automatically, but it can be reviewed and adjusted after submission.
How can you give the potential buyer a quick win which proves that you are the authority they need to pay attention to? What lead magnets could you offer?
This response will be awarded full points automatically, but it can be reviewed and adjusted after submission.
What ways could you nurture your relationship with the potential buyer to help them through the buying journey?
This response will be awarded full points automatically, but it can be reviewed and adjusted after submission.
When the prospect is almost ready to buy your solution, but they may still have a few questions or objections to overcome first.
What hesitations / objections do you anticpate your potential buyer to have which may stop them from buying?
This response will be awarded full points automatically, but it can be reviewed and adjusted after submission.
What proof, evidence or assurance can you offer your potential buyer to help them overcome these objections to get from Conversion to Client stage?
This response will be awarded full points automatically, but it can be reviewed and adjusted after submission.
What criteria or expectations does your potential buyer expect about your product or service?
This response will be awarded full points automatically, but it can be reviewed and adjusted after submission.
How can you maximise immediate customer value to the potential buyer?
This response will be awarded full points automatically, but it can be reviewed and adjusted after submission.
What cross-sell or down-sell can you offer a potential buyer who says no to your current offer?
This response will be awarded full points automatically, but it can be reviewed and adjusted after submission.
Who needs to be involved in the decision making process for the potential buyer and how could their perspective on the decision differ?
e.g. Spouse, Business Partner, Employer, Investor
This response will be awarded full points automatically, but it can be reviewed and adjusted after submission.