If you are looking for growth, (and who isn’t), it’s a good idea to pay more attention to Presales. Presales is key in obtaining, winning and keeping customers. You may not feel this way now but you’ll change your mind when you have a better understanding of what the Presales Process is and what it delivers.
The Presales Process is comprised of three steps:
Research – In the research portion of the Presales Process a list of prospective “ideal customers” – those most likely to buy the company’s products – is developed. Once those prospects are identified, you’ll collect and study relevant information such as product descriptions, prices, and competitor information. This allows you to begin to understand the prospect’s needs, and their potential as a client.
Preparing for the call – The 2nd step involves creating a call strategy and script. Including prequalifying questions in your script helps weed out those that are not a good fit for what you have to offer. Each script is customized for each prospect.
Making the call and setting the appointment – During the actual call you are not only introducing yourself and the company to the prospect. Much of the call involves actively listening to uncover the needs and wants of the potential customers, as well as determining if they are a fit for your products or services.
The Pre-Sales Process not only identifies leads. It is an important step in building rapport and establishing the relationship with the potential client. It uncovers important information about the prospect’s business, such as goals and challenges. It is the groundwork from which the sales proposal will be made and the sale will be won. The Pre-Sales Process makes your sales team more efficient and armed and ready to close the sale.
Putting effort into your Pre-Sales Process is worthwhile. The Harvard Business Review sums it up as follows: “Souping up the presales engine can yield a five-point improvement in conversion rates, a 6–13% improvement in revenue, and a 10–20% improvement in the speed of moving prospects through the sales process.”
The upshot is that a well-run, dedicated Presales Process will improve your bottom line. If you’d like your organization to take better advantage of the Presales Process, One Of A Kind Solutions can help.
