What is your biggest challenge right now?

Here’s what an email would look like if it was coming from an interviewer you had hired for your company: Subject line: Would like to interview you for WebWidgets Email text: Dear Susan: I have been hired by John Smith, the CEO of WebWidgets, to interview some WebWidgets customers. I would like to interview you to learn how you feel about the WebWi

ask, “What questions or concerns did you have, as you were considering our product?”

This “five/ten/fifteen” rule holds true no matter what you are selling, the complexity and length of your sales cycle, the types of customers you sell to, or the industry you are in.

You will want your customer interview list to include unhappy customers as well as satisfied customers, so you know the problems you should be solving.

WHOM YOU SHOULD INTERVIEW If you are an established company already selling a product or service, you should interview your current customers.

ONLY YOUR CUSTOMERS CAN TELL YOU HOW THEY WANT TO BUY WHAT YOU SELL.

What you will be doing is reverse-engineering a successful sale so you can manufacture similar sales in quantity.

Where they looked for you How they looked for you