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9 Important Questions to Ask a Potential Client - What are the most important questions to ask a potential client?

需要向潛在客戶提問的9個重要問題 - 你需要向客戶提問的最重要的問題是什麼？

1. What Do and Don’t You Need?

你需要或者不需要什麼？

Clients may not always know what is best for them， but it’s still your job to ask what they need。 Rather than making assumptions， ask potential clients to outline their pain points。 What do you want and expect from us？ Equally important， What don’t you need？ Use this feedback to customize your offerings accordingly — or take a pass。 Every potential client is not necessarily a good fit。

客戶可能並不總是知道什麼產品/服務最適合他們，但詢問他們需要什麼仍然是你的工作。與其做假設，不如讓潛在客戶概述他們的痛點。你想從我們這裡得到什麼？同樣重要的是，你不需要什麼？使用此反饋來相應地定製您的產品 - 或排除他們不需要的部分。每一個潛在客戶並不一定都是非常匹配的客戶。

2. What Problems Are You Facing?

你正在面對哪些問題？

We are often approached by clients who have a specific goal in mind。 However， the first thing to always ask clients is， What problems are you facing？ Only then will we know if they actually do need something， because those are just options out of many of more successful routes。

聯絡我們的客戶通常已經有了特定的所需產品/服務目標。然而，我們需要總是問客戶的第一件事是，你面臨什麼問題？只有這樣，我們才能知道他們是否真的需要什麼，因為這些只是許多更成功的路線中的選擇。

3. Who Are the Decision-Makers, and What is the Approval Process?

誰是相關專案的決策者，他們的批准流程是什麼樣的？

Entrepreneurs often launch into a sales pitch before they’ve even properly qualified a potential client。 Determine if you’re speaking to and working with the right decision-makers and understand the entire process for approval on a deal or project。 If you forget to ask those critical questions early on， you may find yourself having to start all over with a new stakeholder。

企業家們常常在他們還沒有對潛在客戶進行適當的資格鑑定之前就開始推銷自己的產品。確定你是否在與正確的決策者交談和合作，並瞭解交易或專案批准的整個過程。如果你忘了早點問那些關鍵問題，你可能會發現你不得不從一個新的利益相關者重新開始。

4. What Are Your Expectations?

你的期望是什麼？

Continually keep track of a client’s expectations throughout the course of the project。 If scope and expectations change， so should the contract。 Discuss openly at the start of the project any risks of failure， budget overrun or consequences if things go wrong。 Running through these what-if scenarios now will set the tone for honest discussions further down the road。

在整個專案過程中持續跟蹤客戶的期望。如果範圍和期望發生變化，那麼合同也應該發生變化。在專案開始時公開討論任何失敗的風險、預算超支或事情出錯的後果。透過這些假設情景，現在將為更深入的誠實討論定下基調。

5. What is Your Budget, and When Do You Want to Start?

你的預算是什麼，你計劃什麼時候開始這個專案？

The most pertinent pieces of information we can obtain from our customers are： Overall budget and projected starting date of the project。 Knowing their budgets allows us to determine the correct line to push， and knowing the starting date of the project allows us to accurately prioritize projects。

我們可以從客戶那裡獲得的最相關的資訊是：專案的總體預算和專案開始日期。瞭解他們的預算可以讓我們確定要推動的正確路線，瞭解專案的開始日期可以讓我們準確地確定專案的優先順序。

6. What Would You View as a Success?

專案進展到什麼狀態你會覺得是成功的合作？

What would you see as a success in working with us？ How can we over-deliver so you’ll want to refer everyone you know？ Asking these two questions helps us serve our clients better and ensure they will be happy with the work we produce。

你認為與我們合作的成功是什麼？我們怎樣才能超出你的滿意預期，讓你把你認識的人都介紹給我們？提出這兩個問題有助於我們更好地為客戶服務，確保他們對我們的工作感到滿意。

7. What’s the Next Step and by When?

下一步是什麼以及什麼時候發生？

With a potential client， always close with What’s the next step and by when？ The next step of interest could either be setting up a phone call or maybe just asking for a reply。 Either way， set the expectation。 Never leave an outreach effort open-ended， but rather have an action in mind that you would like your prospect to take， and always try to set a commitment。

對於潛在客戶，總是在每次會議談判結束前詢問下一步是什麼以及什麼時候發生？下一步可能是打個電話，也可能只是要求回覆。不管怎樣，我們都需要設定下一步行動期望。永遠不要讓討論有一個開放式的結尾/結束，這樣只會浪費你的努力，而是要有一個你希望你的潛在客戶採取的下一步行動，並始終努力設定一個雙方共同遵守的承諾。

8. Is There a Need, and Is it a Match?

客戶是否對我們的產品/服務有需求，我們能否匹配這種需求？

You need to find out two things before working with a potential client： Is there a need for our product/service？ If yes： Are they a good match for our company？ Without both， it’s difficult to achieve a long-term relationship。

在與潛在客戶合作之前，您需要了解兩件事：我們的產品/服務客戶是否存在需求？如果是：那麼這些需求與我們公司很相配嗎？沒有這兩者，很難實現長期關係。

9. How Can I Help You Do Your Job Better?

我們如何能協助你把你的工作做地更好？

How can I help you？ and What else can I do？ are two questions you should always ask your client。 They want to work with you because they need your services/support and hopefully like you enough to share their business ideas and vision with you。 Your goal is to help them do their jobs better。

我該怎麼幫你？我還能做什麼？有兩個問題你應該經常問你的客戶。他們想與你合作，因為他們需要你的服務/支援，希望他們能夠分享他們的商業理念和願景給你。你的目標是幫助他們把工作做得更好。

比恩錫BMC Partnership公司版權所有2022年。未經許可，不得做任何形式的轉載和出版。

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BM Consulting （Shanghai） is a joint venture British-Chinese business services and training consultancy， established 2018 in Shanghai， China。 Our team has decades of combined international business experience。 We now partner with clients throughout China and internationally （English and Chinese services）； specialising in the following areas： Business Training， Business Coaching， Market R&D Consulting， Education Consulting

We have trained in avariety of industries including technology， new eneragy， human resources， retail， medical， consulting， electronics， service trades。 Our training experiences in China： Sungrow， Value Retail China， JinkoSolar， Analogic， Smiths Medical， RedE， BASi， SIPCAM CHINA， ASIAN TIGERS， Jabra and so on。

BM Consulting Partnership （Shanghai）是一家中英合資企業，於2018年在中國上海成立。我們的團隊擁有數十年的綜合國際業務經驗。我們現在與中國和國際客戶合作（英語和中文服務）；專注於以下領域：業務培訓、業務輔導、市場研發諮詢、教育諮詢。

我們的培訓經歷涉及科技、新能源、人力資源、零售、醫療、諮詢、電子、服務貿易、金融、裝備製造、汽車等多個行業。在中國的最近培訓經歷包括陽光能源、Value Retail China、晶科能源、安絡傑醫療器械、史密斯醫療、新利得塑膠、巴斯乙翻譯、世科姆（中國）、ASIAN TIGERS、捷波朗、Gestamp、ElringKlinger、Alimak等數十家跨國企業和上市公司

“It was definitely a great advantage to have HQ colleagues from different departments with us， it enriched the training to the intercultural ideas and practices exchange。 I liked how well the agenda topics were crafted， very useful and practical。”

——- JinkoSolar （NYSE： JKS）

“The contents and activities got 4。85 out of 5 points； the lecturer and teaching method got 5 out of 5 points。 So the overall score of this workshop is 4。91 out of 5 points。”

——- Tencent （0700。HK）

“I think his content is good， and at the same time， he shared some useful cases from decades of work experience。”

——- SIPCAM （An Italian Multinational Company）

“The structure of leadership theory is well designed and multi culture groups are very interesting。”

——- Sungrow Power （SZSE： 300274）

“It helped me find better and more productive ways to understand and motivate a team。”

——- Jabra （NASDAQ： JABRA）

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——- AECOM （NYSE： ACM）