You'd be forgiven for thinking that this has something to do with attending job interviews. Well, recruitment and HR services aren't our core business so no danger there. Today's post is about wording questions effectively and asking those questions at relevant moments.

If knowledge is power then the more you know about your current customers and clients as well as potential customers and clients can go a very long way to building profitable relationships. Generally, people are more open to answering some questions they feel capable and qualified to respond to than being put on the spot in a cold call situation. Greater numbers of people will answer a quiz or a survey than take a cold call; still a cold call comes in handy when you've already been in touch about the quiz or questionnaire and gotten no response.

Our very own Andy Dickens recently completed a Yoodoo interview about building your pipeline – as he says:

"Without a pipeline you don't have a business… it's a classic feast and famine situation many small businesses find themselves in"

The interview is in a few bitesized parts:

• Introduction
• Pipeline basics
• Forecasting
• Planning
• Analysing your pipeline
• Summary

A great guide to a sales pipeline, it's a must see for any small business!

Click here to see it!