Updated: Oct 21, 2019
How to use: The questions below are meant to give you a starting point when doing some research on a prospective client ahead of meeting with them. These questions will vary by industry, but can be adapted to make sense for your business. You may delete some, you will for sure add some, but use these suggestions as a way to get the ball rolling.
Some advice: It is not necessary to have answered all of your questions prior to a meeting. In fact, you want to avoid going in thinking you know everything. However, the point of answering these questions as best you can prior to a meeting is to a) show you’ve done your research on their business and have an interest and b) allow you to focus on the unanswered, crucial questions during the limited meeting time you do have with the client.
Questions to consider:
- Describe the company’s product or service offered.
- Who is their ideal audience or customer? Who buys their solution?
- Who are their major competitors?
- How are they different from their competitors? What sets them apart?
- It may be useful to understand pricing. Is their price point on par with competition? Is it a factor in how they win business?
- What are their biggest challenges or obstacles they are facing right now. What will they be in facing in 5 years?