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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. Developing a process to ensure billing accuracy and timely payment
  2. Monitoring client satisfaction and identifying areas of improvement
  3. Ensuring effective marketing and development strategies to support the growth of the business
  4. Utilizing technology to streamline processes and reduce operational costs
  5. Organizing collaboration among teams and facilitating exchange of ideas
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Objectives & Key Results

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

  1. Define and prioritize customer objectives: Identify what the customer's current goals are and determine how using our SaaS product could help them reach their desired outcome.
  2. Identify customer pain-points: Understand what aspects of their current process are inefficient or problematic.
  3. Discover solutions: Research the customer's industry to determine how other successful companies have solved similar problems, and how our product can help.
  4. Set measurable key results (KPIs): Establish baseline measurements and define desired outcomes as well as a timeline for achieving them.
  5. Define success: Outline a clear process for tracking and following up on action items that align with customer objectives for tangible results.
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Tactical Considerations

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

  1. Increase efficiency of their processes.
  2. Gain better visibility into their operations.
  3. Maximize collaboration amongst their geographically distributed teams.
  4. Improve communication between different departments.
  5. Stay abreast of industry trends and technologies relevant to their business.
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Building Rapport

Suggestions for an effective first call and any future calls:

  1. Start the call by introducing myself and thanking my contact for their time.
  2. Ask my contact to explain their area of specialization, their current challenges, and what they hope to gain from the product.
  3. Demonstrate that I understand the customer’s pain points and the value my product can provide by relaying relevant case studies or success stories.

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