Client Discovery
Please complete the questions below so we can understand your business, customers, sales process, services, and marketing goals.
1. Basic Information
Business Name
Company Phone Number
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Company E-mail
*
Main Contact Person
*
Website URL
*
Business Location
*
2. Your Business
Business Structure
Family-owned company
Partnership
Sole proprietor
Corporation / LLC
Other
How many crews do you currently operate?
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Do you have any awards or certificates that we can showcase?
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How far are you willing to travel for paving jobs? What geographical area do you serve?
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How much does your average ticket/job cost your client?
*
How many years have you been in business?
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What months are you able to do paving jobs?
January
February
March
April
May
June
July
August
September
October
November
December
What are your “off” months for paving jobs?
January
February
March
April
May
June
July
August
September
October
November
December
What does your company do during the off season?
Snow removal / snow plowing
Equipment maintenance
Commercial maintenance work
Planning / estimating
Marketing / sales
No off-season services
Other
How many jobs has your company completed? Estimate:
Do you offer any ongoing maintenance programs?
Yearly sealing
Monthly maintenance plan
Seasonal inspection
Crack filling program
Parking lot maintenance
No ongoing maintenance program
Other
Which services do you offer?
Residential asphalt paving
Commercial asphalt paving
Driveway paving
Parking lot paving
Private roads
Roadway paving
Asphalt resurfacing / overlay
Asphalt repair
Pothole repair
Crack filling
Sealcoating
Line striping
Milling
Grading and base preparation
Excavation
Drainage work
Concrete work
Gravel driveways
Chip seal
Tar and chip
Snow plowing
Snow removal
De-icing / salting
Emergency repair services
Other
3. Business Goals & Target Customer
What revenue goal are you trying to hit this year?
What is your average job size?
What is your ideal job size?
What type of projects do you want more of?
Residential driveways
Commercial parking lots
Municipal work
HOA communities
Property management work
General contractor projects
Maintenance contracts
Large-scale paving projects
Other
What percentage of your business is residential vs commercial?
Mostly residential
Mostly commercial
50/50 split
More residential than commercial
More commercial than residential
What percentage of your business is residential vs commercial?
If you could fill your schedule with only one type of project, what would it be?
Describe your favorite customer
What makes a customer profitable?
What makes a customer difficult?
What type of customer do you want more of?
What type of customer do you want to avoid?
Are your customers typically:
Homeowner
Property manager
HOAs
Business owner
Municipality
General contractor
Other
What age range is most common?
25-34
35-44
45-54
55-64
65+
Not sure
What income level is most common?
Lower income
Middle income
Upper-middle income
High income
Mixed / varies
Not sure
Where do your best customers currently come from?
Referrals
Google Search
Google Business Profile
Facebook
Repeat customers
Property managers
Cold outreach
Other contractors
Website forms
Phone calls
Yard signs
Local networking
Other
What are the most common objections?
Price is too high
Need to think about it
Comparing other quotes
Timing / scheduling
Warranty concerns
Trust concerns
Scope confusion
Not ready yet
Other
What questions do customers ask repeatedly?
Why do prospects choose another company?
Why do customers choose you?
4. Operations, Sales & Commercial Vision
What can you honestly claim that most competitors cannot?
Faster scheduling
Better communication
Longer warranty
Better equipment
Larger crews
Family owned
More experience
Better reviews
Licensed / insured
Locally owned
Specialized crews
Higher-quality materials
Other
In one sentence, what makes your company different?
Who answers the phone?
How quickly do leads receive a callback?
Immediately
Within 15 minutes
Within 1 hour
Same day
Next business day
Varies
How quickly are estimates scheduled?
Same day
Within 24 hours
Within 2-3 days
Within one week
More than one week
Varies
How are estimates delivered?
In person
Phone call
Email
Text message
CRM / proposal software
Printed proposal
Other
How often do you follow up?
One time
2-3 times
Weekly until decision
Automated follow-up
No consistent follow-up
Other
What CRM do you use?
How do you track leads?
CRM
Spreadsheet
Paper notes
Email inbox
Phone records
Not currently tracked
Other
What is your current close rate?
What percentage of estimates become jobs?
What separates jobs you win from jobs you lose?
How many Google reviews do you have?
How do you currently ask for reviews?
In person
Text message
Email
Automated request
After job completion
We do not currently ask
Other
Do you have customer testimonials?
Yes, written testimonials
Yes, video testimonials
Some testimonials
No testimonials yet
What major projects have you completed?
What recognizable businesses have you worked with?
Which jobs generated the highest profit last year?
Which marketing efforts generated the best leads?
Which marketing efforts generated the worst leads?
What is a lead worth to your business?
What is a new customer worth over their lifetime?
What is your monthly marketing budget?
How many additional jobs can you realistically handle per month?
If marketing worked perfectly, what would success look like in 12 months?
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