Client information

Gather information about your leads during the sales process.

Steps
14
Last edited
May 29, 2025
Created by
Nova

The process in detail

14 steps
  1. 1

    General information: Company name, Location, Number of employees, Industry.

  2. 2

    Links/Folders/CRM

  3. 3

    🧊 Icebreaker Questions:

  4. 4

    🤔 Discovery Questions:

  5. 5

    💥 Needs Assessment Questions:

  6. 6

    🚚 Closing Questions:

  7. 7

    Client Evaluation: Why does the user need your solution? What are they trying to avoid?

  8. 8

    Follow-up Questions:

  9. 9

    Client Information: Points of contact

  10. 10

    Client evaluation: Who are their major competitors?

  11. 11

    Client evaluation: Communication & Collaboration.

  12. 12

    Lead Quality.

  13. 13

    Timing: Is the lead in a position where they have an immediate need or are close to making a purchasing decision?

  14. 14

    Client evaluation: Team notes.

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1. General information: Company name, Location, Number of employees, Industry.
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2. Links/Folders/CRM
Upload files or add links
3. 🧊 Icebreaker Questions:
•Tell us more about your team and organization.
•How did you hear about our [product/service]?
•What motivated you to reach out to us today?
•What specific challenges are you currently facing? 🧊
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4. 🤔 Discovery Questions:
•Can you tell me more about your current workflow/process?
•What goals or outcomes are you hoping to achieve?
•What has been your experience with [similar products/services] in the past?
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5. 💥 Needs Assessment Questions:
•What features or functionalities are essential for you?
•How do you think we can help you? What would be the ideal situation? What's your budget for this project?
•How do you envision our [product/service] fitting into your daily operations?
•What specific problems are you looking for a solution to?

💥 Clarification Questions:

•Can you elaborate on that?
•Could you provide an example to illustrate?
•What impact do you expect this solution to have on your business?
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6. 🚚 Closing Questions:

Strategies

•Assumptive close: Can we have a meeting tomorrow?
•Summing up close: ‍The technique is a time-tested and powerful way to summarize your position. As the attorney on behalf of the client, it's also an opportunity for you to take one last shot at convincing them that they should accept our offer instead!
•Objection Methods: The final step in closing a sale is asking for any objections. It allows you to get all the doubts or worries out on behalf of your product so that there are none left when it comes down to buying from us.
•Perfect timing close: When we notice a trigger event related to the prospect, such as an upcoming one-time opportunity or seasonal sale, use this time to persuade them why now might be their best chance to make a purchase.
•Now or Never: The Now or Never Close has been called the " Urgency Closing technique," which relies on fear to get a sale.

Examples:

1.Based on our discussion, do you feel that our [product/service] aligns with your needs?
2.Are there any concerns or reservations you have that we can address?
3.Would you like to move forward with a trial/demo?
4.I want to help you achieve your goals and improve revenue. What exactly is it that'll make this all possible for both of us?
5.Your competitors had a recent close worth $ [Matter]?
6.What are you working on next?
7.Would you like to show how [Product/Team: AI] can [Objective: drive more sales to your team]?
8.Will you send me over [Matter] you want to reach out to, and I'll send you the [Matter]?
9.What would you think about it?
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7. Client Evaluation: Why does the user need your solution? What are they trying to avoid?
Write a note
8. Follow-up Questions:
•When would be a good time for us to reconnect and discuss next steps?
•Is there any additional information you need from us?
•How can we best support you as you evaluate our solution?

Please indicate(below) how many times you have followed up with this client. 👇

Choose one or more
  • Follow up 1
  • Follow up 2
  • Follow up 3
  • Follow up 4
  • Follow up 5
  • Follow up 6
  • Follow up 7
  • Follow up 8
  • Follow up 9
  • Follow up 10
  • Follow up 11
  • Follow up 12
  • Follow up 13
  • Follow up 14
  • Follow up 15
  • Follow up 16
9. Client Information: Points of contact

Who is on the management/executive team? (is the website up to date on this?) Who is responsible for overseeing marketing in the organization? Who should we contact when we have questions? What is the best way to get in touch with your team? Who will be reviewing/approving deliverables?

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10. Client evaluation: Who are their major competitors?
Write a note
11. Client evaluation: Communication & Collaboration.
•How would you like to communicate with us? (Mainly email, slack, phone, etc)
•If applicable, how would you like to share files between team members?
•How often do you want to have a meeting with us? Who will be joining our meetings? When should we schedule those meetings?
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12. Lead Quality.

Determining the quality of a lead involves assessing various factors. Here are some our 2 indicators of a good lead:

👩‍🎤Fit with Ideal Customer Profile: Does the lead match the characteristics of your ideal customer? This includes factors such as industry, company size, demographics, and needs.

🤑Budget and Authority: Does the lead have the financial resources and decision-making authority to purchase your product or service? Understanding their budget and authority within their organization is crucial.

Choose one
  • Very Low 🥵
  • Low
  • Moderate
  • High
  • Very High 🔥
13. Timing: Is the lead in a position where they have an immediate need or are close to making a purchasing decision?

Timing is often a critical factor in lead quality.🟢🟡🔴

Choose one
  • 🔴 Bad
  • 🟡 Fair
  • 🔵 Good
  • 🟢 Perfect Timing
14. Client evaluation: Team notes.

How do you perceive the client? What are the barriers do you see? What are the next step?

Other observations:

•Communication: How responsive and cooperative is the lead during the sales process? Effective communication and willingness to collaborate are positive signs.
•Previous Interactions: Have you had successful interactions with this lead in the past? Positive history or previous purchases can indicate a higher-quality lead.
•Referrals and Recommendations: Has the lead been referred by a satisfied customer or received positive recommendations from trusted sources? Referrals often signal a higher likelihood of conversion.
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Created byNova·Official process
Last edited May 29, 2025·14 steps