Successfully reported this slideshow.

Recognition Questions

0

Share

Loading in …3
×
1 of 12
1 of 12

Recognition Questions

0

Share

Download to read offline

Description

Starter questions specific to recognition awards that you can ask your clients, so you can identify and properly source the best suitable solution for them

Transcript

  1. 1. Questions foryour Recognition Client
  2. 2. Ifyou’veeverplayed20Questions,youknowyoucan identifynearlyanythingifyouasktherightquestions. CCreatinganeffectiverecognitionprogram beginswith theinitialdialogwithyourclient.Thisphaseofthesales process—referredtoastheDiscoveryCall—notonly initiatesapropercourseofactionfortheproject,but positionsyouasasubjectmatterexpert. Most importantly,perhaps,isthatitcreatesaforumforthe client’svoice. HeHerearesomestarterquestionsspecifictorecognition awardsthatyoucanaskyourclientssoyoucanidentify andproperlysourcethebestsuitablesolutionforthem.  Thesearenotnecessarilyinanysequence,andnotall questionswillbeessential.
  3. 3. Whatisthenameofyour“honor club”? (President’sCircle, Founder’sAward,etc.) Givetheprojectaname,andidentify itbythatnamefromthebeginning. Whatobjectivesdoesyourrecognition programservewithinyourorganization? Identifywhat’simportantwithintheirbusiness.
  4. 4. Whatbehaviorsandaccomplishments isyourrecognitionprogramdirected tosupport? Discoverhowrecipientsare contributingonadailybasis. Howareyoumeasuring theseachievements? Determineifthereisaprocess, andaccountabilityinvolved.
  5. 5. Whatarethedemographics oftherecipients? Getafeelforthetypeofpeople involvedsoyoucanfocussolutions onwhatwouldappealtothem. Aretheawardspresentedinpersonata singlesite/outing/event,orwilltheybe presentedindividuallyinthefield? Understandthedegreeofvisibility,and begintoidentifytheshipmentlogistics.
  6. 6. Isthereathemerelatedtothehonor club? Aretherelogos/graphicsspecific tothistheme? Athemeisanimportantdesignelement. Canyoudescribewhere/howthe typicalrecipientworks? ProvidesInsightintothelivesandlivelihoodsoftherecipients. Also,helpsdeterminetherightkindofproductgiventhe physicaldisplayspacetheymighthaveavailable.
  7. 7. Whatkindsofthingshaveyoudonein thepasttorecognizeyourachievers? Establishifthisisanewventure,orsomething theyhavedonebefore.Conditiontheresponse tothelevelofexperience. Whatworked/didn’twork withpastsolutions? Uncoverpainpoints.
  8. 8. Howwouldyoudescribeyour company’sculture? Aimthesolutionsattheclient'sunique qualitiesandmarketdifferentiators. Whatareyourcompany’sprimarymission statements/corevaluestatements? Engageindiscussionabouttheirbusiness. Demonstratethattheirobjectivesarethepriority.
  9. 9. Whatisthehistoryof yourcompany? Productanddesigncuesmightbetaken fromtheirtimeline.Giveyourclienta chancetotalkabouttheirbusiness. Whatdoyouhopetoaccomplish personally/professionally withthishonorclub? Makeitpersonaltotheclient.
  10. 10. Whoisinvolvedinthe decision-makingprocess? Identifytheplayers. Whatisthetiminginvolved throughouttheproposal andapprovalprocess? Identifytheprocessinvolved.
  11. 11. Whatisthesingle-mostimportant objectivetoyou? Makesureyougearyourresponsestowhatis near&deartotheclientasanindividual. Whatdoyouanticipatetobethegreatest challengesingettingthisprojectdone? Seewherethepinch-pointsmightbe andworktosteerclearofthemor planforthemaccordingly.
  12. 12. Areyouengagedwith otherpotentialproviders? Assessandmeasureyourcompetition. Wheredoesthisprojectfitinto theprojectsyouhaveonyourplate? Assesstheurgencyinvolved.

Description

Starter questions specific to recognition awards that you can ask your clients, so you can identify and properly source the best suitable solution for them

Transcript

  1. 1. Questions foryour Recognition Client
  2. 2. Ifyou’veeverplayed20Questions,youknowyoucan identifynearlyanythingifyouasktherightquestions. CCreatinganeffectiverecognitionprogram beginswith theinitialdialogwithyourclient.Thisphaseofthesales process—referredtoastheDiscoveryCall—notonly initiatesapropercourseofactionfortheproject,but positionsyouasasubjectmatterexpert. Most importantly,perhaps,isthatitcreatesaforumforthe client’svoice. HeHerearesomestarterquestionsspecifictorecognition awardsthatyoucanaskyourclientssoyoucanidentify andproperlysourcethebestsuitablesolutionforthem.  Thesearenotnecessarilyinanysequence,andnotall questionswillbeessential.
  3. 3. Whatisthenameofyour“honor club”? (President’sCircle, Founder’sAward,etc.) Givetheprojectaname,andidentify itbythatnamefromthebeginning. Whatobjectivesdoesyourrecognition programservewithinyourorganization? Identifywhat’simportantwithintheirbusiness.
  4. 4. Whatbehaviorsandaccomplishments isyourrecognitionprogramdirected tosupport? Discoverhowrecipientsare contributingonadailybasis. Howareyoumeasuring theseachievements? Determineifthereisaprocess, andaccountabilityinvolved.
  5. 5. Whatarethedemographics oftherecipients? Getafeelforthetypeofpeople involvedsoyoucanfocussolutions onwhatwouldappealtothem. Aretheawardspresentedinpersonata singlesite/outing/event,orwilltheybe presentedindividuallyinthefield? Understandthedegreeofvisibility,and begintoidentifytheshipmentlogistics.
  6. 6. Isthereathemerelatedtothehonor club? Aretherelogos/graphicsspecific tothistheme? Athemeisanimportantdesignelement. Canyoudescribewhere/howthe typicalrecipientworks? ProvidesInsightintothelivesandlivelihoodsoftherecipients. Also,helpsdeterminetherightkindofproductgiventhe physicaldisplayspacetheymighthaveavailable.
  7. 7. Whatkindsofthingshaveyoudonein thepasttorecognizeyourachievers? Establishifthisisanewventure,orsomething theyhavedonebefore.Conditiontheresponse tothelevelofexperience. Whatworked/didn’twork withpastsolutions? Uncoverpainpoints.
  8. 8. Howwouldyoudescribeyour company’sculture? Aimthesolutionsattheclient'sunique qualitiesandmarketdifferentiators. Whatareyourcompany’sprimarymission statements/corevaluestatements? Engageindiscussionabouttheirbusiness. Demonstratethattheirobjectivesarethepriority.
  9. 9. Whatisthehistoryof yourcompany? Productanddesigncuesmightbetaken fromtheirtimeline.Giveyourclienta chancetotalkabouttheirbusiness. Whatdoyouhopetoaccomplish personally/professionally withthishonorclub? Makeitpersonaltotheclient.
  10. 10. Whoisinvolvedinthe decision-makingprocess? Identifytheplayers. Whatisthetiminginvolved throughouttheproposal andapprovalprocess? Identifytheprocessinvolved.
  11. 11. Whatisthesingle-mostimportant objectivetoyou? Makesureyougearyourresponsestowhatis near&deartotheclientasanindividual. Whatdoyouanticipatetobethegreatest challengesingettingthisprojectdone? Seewherethepinch-pointsmightbe andworktosteerclearofthemor planforthemaccordingly.
  12. 12. Areyouengagedwith otherpotentialproviders? Assessandmeasureyourcompetition. Wheredoesthisprojectfitinto theprojectsyouhaveonyourplate? Assesstheurgencyinvolved.

More Related Content

Related Books

Free with a 30 day trial from Scribd

See all

Related Audiobooks

Free with a 30 day trial from Scribd

See all

×