Metrics: questions to ask your prospect
Prospect qualifying questions for Metrics at each status, from gaining agreement that your proof points are relevant to the customer owning the metric.
Grey: initial questions
Status: No metric proof points have been presented, or a sample metric/ROI has been presented but not validated by the prospect
Guiding light principle: Agreement. The major objective at this level is to gain agreement that the metric/proof points are relevant to their environment, and to illustrate that you have listened to the prospect and that you understand their needs and their business.
- Tell me how these metric proof points are relevant in your environment.
- Explain to me where you think these savings/impact would work for you in your environment.
- Describe to me how this would impact you and/or your “customer.”
Yellow: moving to green
Status: The metric/ROI is validated by the customer but not documented
Guiding light principle: Adoption.
- Tell me, now that we’ve defined the metrics/impact that your institution truly cares about, how will you validate them within your company and your buying process?
- Explain to me how we can get these savings/metrics/impact into your decision criteria (DC) and decision process (DP).
- Describe to me who else we are going to need to accept this metric as valid in your environment.
Green
Status: The customer has taken ownership of the metric/ROI, and it is documented within their decision process
Guiding light principle: Ownership. The customer is demonstrating ownership of the metric and actively using it to advance the campaign internally.
- Tell me, now that we’ve validated the metrics, what is the best way to convey these results to management?
- Explain to me who else needs to be involved to approve/validate these metrics.
- Describe to me how these metrics are properly documented in the decision criteria and process.
Go deeper on Metrics
Quantifiable, measurable results the customer accepts as valid for the project.