You aren't looking for a million customers. You are looking for 1000, then 2000, then 10,000 profitable customers. Preferably even not just customers but fans, members of your tribe. Wouldn't that be great?
If that is what you aspire to, it is up to you to ensure it by asking the right questions. Like: Is the cloud right for this prospect? If they want the exact thing - the key system replacement - just refer them to someone who can sell them a new key system. If they don't want to change their business flow, then cloud is not a good option.
RapidScale suggests these Qualifying Questions. These are basic for cloud customers.
- Do you need to upgrade software?
- Do you need to refresh hardware?
- Do you have little or no IT department?
- Are you in need of a data backup plan?
- Are you looking to cut down on CapEx? (Goes back to hardware)
- Are you looking to convert to BYOD? (Explain that.)
If they are looking at price, and ask you to meet or beat one, you haven't done your job of explaining your value -- or the customer won't be a good fit because they just want what they have now only pay less. is that a good fit for you?