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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. Increased collaboration amongst the different departments who have to work together on many projects.
  2. Improved organization and visibility of tasks & deliverables for the entire organization.
  3. Streamlined product development processes.
  4. More efficient professional development of employees.
  5. Greater visibility & transparency with customer interactions.
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Objectives & Key Results

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

  1. Understand the customer's current process for product development and gain insights on how our product can improve it.
  2. Establish a trust-based relationship with the customer and understand their top most goals and objectives for using our product.
  3. Explore the customer's data needs and provide insights on ways our product can improve visibility into their product data.
  4. Provide an outline of potential use cases and best practices that make the most out of our product's features.
  5. Identify any questions or concerns the customer has about our product and provide tailored solutions to address them.
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Tactical Considerations

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

  1. Ensuring their products adhere to any Federal security guidelines, regulations, and requirements.
  2. Scalability of products and services to accommodate customer growth.
  3. Creating revenue streams from existing customers and new business opportunities.
  4. Maintaining customer focus, while simultaneously exploring new trends within Government.
  5. Integrating and utilizing technologies, tools, and automation to help create efficiencies.
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Building Rapport

Suggestions for an effective first call and any future calls:

  1. Start by building a foundation of trust. Ask about their current processes and ask more open-ended questions to create a 2-way dialogue. Show that you understand their challenges and goals and take note of their individual context and unique needs.
  2. Research their industry and understand the landscape of their needs, challenges, and potential solutions. By understanding their industry, you can offer more meaningful advice and demonstrate your expertise.
  3. Communicate in a way that is crystal clear and easy to understand. Doing this will help build confidence and show that you are a reliable partner who is eager to help them succeed.

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