Scorecards are a great conversation starter. They give you a real insight into your prospect’s mindset and where they see their opportunities. Which helps you start a conversation around precisely what they’re looking for.
Scorecards are also a great conversation amplifier.
Whenever you look at somebody’s scorecard, you can see what they’re struggling with and failing at. But you also see what their aspirations are. For example, they’re a four at a particular skill or mindset, but they want to be a 12. They’ve indicated a need. And that need becomes the amplifier for the conversation, helping you point out what the next step could be.
But here’s the thing…
For a scorecard to work, it becomes the catalyst and amplifier… you have to design it with the end goal in mind. I see many people putting together scorecards just for having a scorecard… without thinking it through strategically… and then wondering how to turn those results into a sale.
But the truth is, you can’t. If your scorecard has no real purpose, you won’t have a “next step” compelling enough for your prospect to take.
When I look at my Profit Activators scorecard (try it at ProfitActivatorScore.com), I see somebody that’s high in their Profit Activator 5 but failing or struggling in their Profit Activators 2, 3 and 4… I know that’s somebody I can help. Because all of those things are something I can help you get to a 12 on.
If they don’t know who their target audience is, I can help them get to a 12 on that. If they don’t know how to generate leads, I can also help them get to a 12 on that. And so on.
You see, the mindsets (the rows in the scorecard) and the categories (the columns with the results) all have a purpose. And that is, They help YOU identify YOUR IDEAL PROSPECT. And that’s the real end goal of a scorecard: To make it EASY for you to determine the people you can help the most.
For more on scorecards, head over to the podcast.