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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.

Right arrow iconPriorities & Pain Points
Right arrow iconObjective & Key Results
Right arrow iconTactical Considerations
Right arrow iconBuilding Rapport
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Pain Points & Priorities

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

  1. A need to better streamline and automate processes to increase efficiencies
  2. Improving and optimizing lead generation and customer acquisition
  3. The need for accurate assessment of customer satisfaction and feedback about products
  4. Developing strategies to ensure long-term success, stability and scalability for the organization
  5. Creating and maintaining customer loyalty for repeat business and referrals
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Objectives & Key Results

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

  1. Increase visibility of sales/business development activities to help them make better decisions.
  2. Shorten sales cycle time.
  3. Reduce customer onboarding time.
  4. Establish more effective communication between sales/business development team and other teams in the organization.
  5. Set up a system to track and analyze sales and business development progress.
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Tactical Considerations

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

  1. Strategic consideration: How to better grow relationships with charitable organizations as sources of donations.
  2. Strategic consideration: What types of innovative fundraising strategies can they pursue to achieve revenue goals.
  3. Tactical consideration: Ensuring that their customer database is up to date with the latest information.
  4. Tactical consideration: Improving collaboration between the sales team and other departments.
  5. Tactical consideration: Achieving better overall visibility within the organization and the ability to quickly access information.
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Building Rapport

Suggestions for an effective first call and any future calls:

  1. Open the conversation with mutual introductions and an explanation of the project. Ask questions to gain clarity on their job role and their goals for the project. LISTEN actively and ask pertinent follow up questions.
  2. Set the stage by discussing the issues they are having, and how this project is going to address those needs and improve the current situation.
  3. Focus on building rapport through a positive, informal conversation. Ask questions such as how they have been adapting to the current climate, what hobbies they are enjoying to pass the time, or what topics they are interested in. This will help build a trusting relationship.

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