1. Who is your most likely customer?

2. How are they different from the general population?

3. What events trigger the need or desire for your type of product or service?

4. When does this trigger occur ? Can it be predicted?

5. How do your most likely customers go about deciding which vendor to use?

6. What are the key decision factors?

7. How do you compare vs. the competition on these key factors?

8. Are these differences meaningful to the customer?

9. Are these differences known to the customer?

10. How can your products and services be exposed to your most likely potential customers?

11. What other non-competing companies in other industries also share the same target market?

12. How can you sell more of your current products and services to your existing customers?

13. What other new products and services could you sell to your existing customers?

14. What is your competition doing to steal customers away from you?

15. What are other non-competing companies in your industry doing to increase their sales?

16. What current non-sales producing costs can be converted into sales-producing investments?

17. What can your suppliers do for you to improve your current products / services / exposure / sales?

18. What emerging social, economic, governmental, or technological trends can be turned into new sales opportunities?

19. What new markets could be served with a slight modification of your current products and services?

20. How can you make your products and services easier to use or buy?