Customer IQ (Insight Quotient) Questions

• Can you describe your firm’s most promising prospects?
• Can you identify the most important problem you solve for them?
• Do they recognize they have this problem?
• Do you know what events trigger a need for your solution?
• Can you rank their top three “buying criteria”?
• Is it easy for prospects to identify your firm as a possible vendor?
• Do they know you can help them?
• Do you know where they turn for information?
• Do you know how they learned about your firm?
• Do they remember you when it comes time to buy?

Source:
Test Your Customer IQ
by Barbara Bix
MarketingProfs.com, May 24, 2005

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