When a potential client reaches out to us to discuss their kiosk project I typically ask them a series of questions to determine if we’re a good fit for their project. My first objective is to understand their goals and requirements and my second objective is to determine if they have sufficient budget for what they want.
The goal of these questions is to get a feel for the scope of their kiosk project and create a very broad range estimate so I can vet the client. Feel free to use these questions in your sales process.
- Describe the purpose of your kiosk.
- What are your key objectives to measure the success of your project?
- Describe the typical user experience when they approach your kiosk.
- What languages will your kiosk need to support?
- Will you be doing a pilot?
- What is the launch date for the pilot?
- How many kiosks will you deploying in the pilot?
- Repeat questions 5-7 and ask about the full rollout
- Does your kiosk need to interface with any other systems?
- Do you have a graphic designer or would we be creating the artwork?
- What do you estimate to be the daily usage of a typical kiosk?
- Will the kiosks accept payments?
- Will the kiosks print/email/text a receipt?
- Are there any special security concerns?
- What sort of information will the kiosk collect from the customer and where should it be stored?
- Do you need us to provide hosting?
- Do you have any special technology requirements (.NET, PHP, etc…)?
- What will the internet connection be like at the kiosk?
- What sort of reporting will you need?
- Will you require ongoing system maintenance?
- When do you intend to select a vendor?
- Do you have a set budget?
It never hurts to ask their budget, but many people don’t want to give it to you. I’ll usually put together a very broad range estimate on the fly based on the answers to their questions. I may say something like “It will probably run you somewhere in the neighborhood of $60,000 to $80,000 in software development to create what you’re describing. Do these figures scare you?”
I learned from a wise salesman that you want to try to scare them a little bit to see if they’re serious. The last person I asked this to laughed and said “yes I have something like $1,000 budget for hardware and software.” There was no amount of salesmanship on my part that could have closed this sale. I ended up suggesting he create a WordPress site, put it on a cheap tablet and lock it down with KioskSimple. The customer appreciated that I didn’t waste his time and gave him a workable solution within his budget.
By taking the time to understand the customer’s requirements and giving a very broad range estimate you can quickly determine if you’re a good fit for their kiosk project. Good luck and feel free to reuse these questions.
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