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First Call Custom Brief

Here are some prompts to help you better understand your customer before jumping on that first call.

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Pain Points & Priorities

Based on your inputs, these are pain points your customer may be experiencing:

  1. Understanding and managing employee performance: As a HR professional, your client may struggle with tracking and evaluating employee performance effectively. They may need tools to set clear goals, provide continuous feedback, and measure progress over time.
  2. Streamlining recruiting and onboarding processes: Your client may have pain points in attracting top talent, handling the recruitment process, and ensuring a smooth onboarding experience. They might be looking for solutions to automate these processes and improve candidate experience.
  3. Compliance and regulatory challenges: With constantly changing labor laws and regulations, your client may find it challenging to stay compliant. They may need assistance in keeping up with the latest HR compliance requirements and avoiding costly legal issues.
  4. Employee engagement and retention: Your client may be concerned about low employee engagement rates and high turnover. They may seek ways to boost morale, foster a positive work culture, and retain top performers within the organization.
  5. Data security and privacy concerns: Given the sensitive nature of HR data, your client may prioritize data security and privacy. They might be looking for HR software solutions that offer robust security measures to protect employee information from unauthorized access or breaches.
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Objectives & Key Results

Use these OKRs (objectives and key results) to help your customer find success:

  1. Understand the current pain points and challenges they are facing in terms of productivity, collaboration, and visibility within their organization.
  2. Identify specific KPIs related to productivity, collaboration, and visibility that they want to improve or track.
  3. Discuss their current workflows, processes, and tools to gain insights into where improvements can be made.
  4. Set clear goals and objectives for how our software solution can help address their pain points and achieve their desired outcomes.
  5. Establish a timeline for implementation, training, and ongoing support to ensure a successful adoption of our software within their organization.
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Tactical Considerations

Consider these tactics and strategic initiatives your customer may be planning:

  1. Strategic Consideration: Improving Employee Engagement - The customer likely struggles to keep their employees engaged and motivated, leading to decreased productivity and higher turnover rates.
  2. Strategic Consideration: Regulatory Compliance - Given the nature of their industry, the customer may face challenges in ensuring that their HR operations comply with various regulations and legal requirements.
  3. Tactical Consideration: Streamlining Onboarding Processes - The customer might be looking to streamline their onboarding processes to help new hires acclimate to the company culture faster and start contributing sooner.
  4. Tactical Consideration: Enhancing Performance Management - They may need assistance in tracking and managing employee performance to ensure that goals are met and employees receive proper feedback and development opportunities.
  5. Strategic Consideration: Increasing Diversity and Inclusion - The customer might be seeking ways to promote diversity and inclusion within their organization to create a more inclusive and innovative work environment.
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Building Rapport

Suggestions for an effective first call and any future calls:

  1. Research the company: Before the call, take the time to research the company, its industry, and any recent news or updates that may be relevant to their needs. This will show that you value their business and have taken the time to understand their context.
  2. Ask open-ended questions: During the call, focus on asking open-ended questions that allow the customer to share their challenges, goals, and priorities. This will help you better understand their needs and tailor your recommendations to address their specific pain points.
  3. Share success stories: To build rapport, share success stories or case studies from similar customers that have benefited from your solutions. This will demonstrate your expertise and show the customer that you have a track record of helping organizations like theirs achieve their goals.

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