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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. Improving efficiency within the Sales/Business Development team by streamlining process and increasing visibility into progress
  2. Generating more leads with a better understanding of the market through improved competitor/customer analysis
  3. Speeding up customer onboarding time to reduce wait times and improve customer satisfaction
  4. Reducing manual administrative tasks by introducing automation processes and improving communication between departments
  5. Centralizing customer data to ensure accuracy and save time for the sales team when preparing customer quotes
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Objectives & Key Results

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

  1. Assess customer needs by understanding their company’s current processes, system capabilities, and challenges.
  2. Identify goals that will maximize the customer’s efficiency and profitability.
  3. Evaluate customer’s current system architecture and document their existing user base.
  4. Identify opportunities for improvement in the customer’s current systems and processes.
  5. Develop a strategy for onboarding the customer that is tailored to their unique needs and is scalable for future growth.
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Tactical Considerations

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

  1. Day-to-day demands such as managing customer relationships and customer support inquiries.
  2. keeping up to date on industry news and customer needs.
  3. Developing and maintaining relationships with customers.
  4. Using analytics and data to inform decision making.
  5. Analyzing customer feedback and optimizing product features and solutions.
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Building Rapport

Suggestions for an effective first call and any future calls:

  1. Do your homework and research the customer’s team, their business goals and the industry they are in - that information will help you forge a connection based on your knowledge of their interests.
  2. Start the call off by asking the customer about their day, or any exciting new things happening in their company. This helps build rapport and shows your interest in their business.
  3. In your introduction, be sure to explain the value you can bring to the customer and how you can help them achieve their desired goals.

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