7 qualifying factors when choosing customers

Having highly qualified prospects is one of the keys to sales success and an important factor when determining your star customers.

The FORRCED list of qualifiers is a series of considerations we add to traditional lists such as SCOTSMAN. They are:

Fit – Do they share our cultural views?

Ongoing – Will they have longevity as a client?

Repeatability – Can we use this experience to sell to similar?

Reputation – Will this customer make us look good?

Cost – Will their engagement process cost above average?

Ease – Are they enjoyable to deal with?

Depth – Will they buy more of our products?

If prospects rate well in most of these factors they are more likely to be beneficial to your business. It is also interesting to rate current customers on these issues. Doing so may prompt strategies that will improve your important customer relationships.