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3-step client qualifier

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When I was at GROW! earlier this month, Marty shared his client grading system.

It’s a simple, three-step process that helps you vet any prospective customer (and anyone currently on your client rolls).

  1. Do we enjoy working with them? “I don’t want to make money off someone if they treat my team like dirt,” Grunder says. “At a certain point you have to show your team that it’s not just about the money.”
  2. Do we make money? “Figure it out. Either raise your prices or refer that client to another company,” he says.”
  3. Does it lead to more work?

These are If you don’t have a system in place to pre-qualify your potential customers, give this one a shot.

 

Written by CBOWEN@GIE.NET

February 20th, 2013 at 7:37 pm

Posted in sales

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