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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:
- Collaboration: It is likely that the customer has issues with communicating effectively with colleagues in multiple departments. There might be a common problem of inefficient information sharing, resulting in a lack of visibility when it comes to project management.
- Productivity: Given the customer is likely dealing with limited resources, it is important that activities are managed in a time-efficient manner. Highlighting solutions that can help with automating tedious and repetitive tasks could be a solution.
- Analytics: An important part to improving efficiency in a Sales/Business Development department is to understand current and past performance of relevant metrics. A customer would appreciate solutions that provide detailed and habit reports.
- Data Security: Data security can be a concern for digital assets when dealing with online purchases and transactions. Solutions with extra layers of privacy protection can give the customer assurance and peace of mind.
- Customer Service: Although the customer is a B2B company, they still need to satisfy their clients. Providing a solution that supports quick customer service communication, such as automating follow-up emails or integrating a CRM, could be beneficial.
Objectives & Key Results
Use these OKRs (objectives and key results) to help your customer find success:
- Objective: Understand target customer and identify current areas of collaboration inefficiencies and visibility gaps. Key Result: Develop comprehensive report of customer's collaboration needs and areas of inefficiency.
- Objective: Develop customized strategies for improving customer's visibility and collaboration. Key Result: Draft and present solutions for improving customer's workflow.
- Objective: Increase customer's engagement with the product. Key Result: Achieve 95% overall customer engagement during each monthly call.
- Objective: Shorten customer onboarding and training time. Key Result: Establish onboarding success criteria within 2 weeks of the customer joining.
- Objective: Demonstrate measurable customer success. Key Result: Measure and demonstrate increased customer productivity within the first 6 months.
Tactical Considerations
Consider these tactics and strategic initiatives your customer may be planning:
- Monetary cost savings across all aspects of the business (software, labor, equipment, etc.)
- Optimizing team productivity and collaboration between departments
- Increased end-user satisfaction through product/service delivery and customer service
- Improved organizational visibility and access to customer feedback, insights, and analytics
- Continuous learning and adaptation processes incorporated into the everyday workflow.
Building Rapport
Suggestions for an effective first call and any future calls:
- Research the company and their industry-specific challenges. Learning as much industry-specific information as possible can help in better understanding the customer’s needs and help start the rapport in a professional yet friendly manner.
- Be prepared to show insights and possible solutions that you have specifically tailored for the customer’s industry and their unique challenges.
- Come to the call ready to listen. Be attentive to the customer’s needs and present yourself in a helpful and sincere manner at all times.
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The content in this report was generated by ChatGPT. Recommendations may occasionally include incorrect information, harmful instructions, and/or biased content.
