Last week I had a couple of people ask me about “how do you know if you have a business fit with a prospect?” Which I thought was a good question and there are probably a few others out there wanting to know the answer to this question.
So, let’s discuss a business fit. What exactly is a business fit? I feel there are actually two levels to consider when answering this question.
The first one is about having a ROI for your outcome to assist the potential customer or prospect in making a decision. Therefore, this answer is more about business acumen and knowing the financial results of your offering. This is more of a logical approach.
The second is -in my opinion – more important to discover and reflect upon during your visits with a potential customer. What I’m talking about here is more of a psychographical point of view. This is about the potential customer’s ability to fit with your company and especially your offer.