Preparation
Make the difference between the development of current
clientele and market prospecting. In the first case,
contacts are identified and are established in the
client's account. Therefore, is convenient to organize
a presentation since Conferenceware automatically
generates the information required for an invitation,
the description, schedule and the mode for voice
broadcasting within the format of a new message.
From there, you just have to select the persons
you want to invite among your contacts. Consequently,
a copy of the invitation is saved in each of your
contact's file, in your CRM software. In the case
of prospecting by WEBinar,
the list of registered persons is imported in CSV
format in order to automatically build contact information
in your CRM software.
Progress
The objective of
commercial presentations is usually to get information regarding
the prospect's business problematic and to identify the persons
with power among the organization that have the weight to make
the buying decision making. Is through the interactive questionnaire
that is possible to evaluate the preoccupations in terms of
problems along with the buying criteria of each of the persons
influencing the process. While meeting with them, you are able
to identify each person's role within the acquisition, user,
evaluator, and their level of knowledge, beginner or expert
as well as their attitude: ally, neutral or hostile. In the
case of acquired clients, the interactive questionnaire is precious
to evaluate their loyalty particularly their disposition to
make referrals.
Follow up
The report of a
reunion indicates not only the participants but also the answers
they have provided to the questions submitted: problems, retained
buying criteria, loyalty index. From there, you should be able
to prepare a differential proposal, showing by the grade of
pertinence, your understanding of the client's needs. Moreover,
by recording a meeting, in which voice and image are synchronized,
it can be replayed to check the fine tuning and be kept in the
file as an attachment to opportunity.
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References
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