How many clients does one of your technicians carry?

Very few prospects ask this, and it is one of the more revealing questions available to you. The number tells you whether the person who answers your call recognizes your business or has to open a file and start reading.

We keep accounts per technician low enough that your environment is familiar, and we staff so at least two people know your setup rather than one. There is a genuine tradeoff in provider size here: a one or two person shop gives you intimacy with no coverage when somebody is sick, and a very large provider gives you coverage from people who have never seen your office.

Ask every provider for the number, then ask how many of those clients that technician has physically visited in the last six months. The second answer is usually more informative than the first.