QUESTIONNAIRE

Who are the primary and secondary target buyers?

What are the buying behaviors of your target buyer(s)?

Who are your competitors marketing to?

What are the trends that your target buyers are following?

What behaviors and preferences do your target buyers have,

if any?

exactly is the product or service What?

What need does it satisfy?

What features does it have to meet these needs?

What is it called and how should it be positioned in the

marketplace?
Who are the competitors and how does it compare?

What is the value of this product or service to the buyer?

Are there pre-established price points for this product/service

in the marketplace?

Is the customer price sensitive?

What is your competition charging?

Are there expected discounts for the product or service

you’re marketing?

Where do your customers look to buy your product or

service?

What distributions channels do you need to pursue?

Where do you need to be in order to gain interest from

buyers?
Do you need a sales force to represent and sell your product
or service directly to your customers?

Where are your competitor’s selling?

Where can you find your target buyer(s)? Consider

geography, marketplace, online, trade shows, etc.

What places do they go to buy and when?

What marketing channels do they use on a regular basis?

What marketing channels historically work best with your

target customers?

When and where are your customers most ready to buy your
product or service?

Does your brand clearly communicate what you are about

and convey the highest value you deliver?
Does your brand effectively differentiate you from every
other supplier in your marketplace?

Is your brand promise well understood and consistently

executed at all levels of your organization?

Is your brand identity being properly used in media?

Is your offer resonating with prospects? Are more and more

people saying yes?

Does your offer showcase your product?

Does your offer deliver real value to the prospect?

Are you tailoring offers to specific market segments or types

of buyers?