When thinking about your target customers, which of the following options best applies to your business *

I know exactly who my target customers are

I have a good idea of who my target customers are, but it could do with refining

I'm not completely sure who my target customers are

When thinking of the challenges that your target customers have, which of the following options best describes your business? *

I know exactly what challenges my customers have

I have a decent understanding of the challenges my customers have, but I could do with knowing more

I don't really know what challenges my customers have

When thinking about how your business adds value to your target customers, which of the following statements best applies *

I know exactly how my business adds value to my target customers

I have some understanding of how my business adds value to my target customer, but this could be better understood

I'm not really sure how my business adds value to my customer, or I'm not convinced it actually does

When thinking about initial calls or enquiries that you get for your services, which of the following best applies *

Mostly, my initial calls and enquiries are with/from my exact target customer

Sometimes I speak to my target customers, but sometimes they're not really the right customer

I often speak to customers who are not the right fit for my business services

When thinking of your sales process, which of the following statements best applies *

I have a solid sales process and proactively use to to guide my customers to buy

I have a sales process, but sometimes don't proactively use it to help my customers to buy

I don't have a sales process

I use a CRM (software or spreadsheet) to manage my sales activities *

Yes

When thinking about your pipeline of opportunities *

I have a healthy pipeline and know exactly where every opportunity sits within it

I have a bit of a pipeline but it isn't full

I don't have a pipeline of opportunities

I use automations to keep me on top of sales activities and to keep my customers warm *

All the time with solid sequences for every stage

Some automations but with no real strategy behind them

No automations and don't know where to start

When thinking about your sales and marketing activity, which statement best applies to your business *

I have consistent sales and marketing activity happening every day

I do sales and marketing activity but I'm not consistent with it

I'm too busy with clients and don't have time for sales and marketing

When thinking about your sales and marketing channels, which option best describes your activities *

I use a variety of different sales and marketing channels consistently

I use a couple of channels relatively consistently

I use one channel only, or some channels but inconsistently

When thinking of customer retention *

I have a clear strategy of retention that goes beyond my service to clients

I incorporate some retention into my activity with clients

I don't really think about retention, my work with clients should suffice

When thinking about upselling *

I have clear products or packages that I can upsell and promote these to my existing clients

I have products or packages that I can upsell, but I don't promote them to existing clients

I don't have any products or packages that I can upsell

Do you have a referral strategy in place? *

Yes

When you realise that you're in a sales situation, how do you feel? *

Wholly comfortable, I'm here to help my potential client

Usually OK, but I can sometimes lose confidence during it

I hate sales situations and wish I didn't have to do it

My perceptions of sales is *

It's there to help people and is the lifeblood of any business

It has to be managed carefully so as not to create bad feeling

It's sleazy and pushy and I hate it

I've previously had sales training *

Yes

I feel comfortable handling objections *

Yes, they're an opportunity to further explain

Sometimes, but the odd one sees me crumble

No, if they object it means they don't want to work with me

I feel comfortable asking for the sale *

Yes

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