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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 customer relationships and building trust from clients and partners.
  2. Coordinating resources across multiple teams within the organization.
  3. Optimizing workflow processes to increase efficiency.
  4. Identifying areas of opportunity for their business to grow in revenue.
  5. Providing meaningful insights into customer trends, feedback, and industry trends to inform strategy.
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Objectives & Key Results

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

  1. Understand how the customer's current system works, where they need to improve and what problems they are trying to solve.
  2. Identify how Sales/Business Development teams need to collaborate to get their jobs done.
  3. Develop a plan to increase user adoption and usage of the software.
  4. Propose features and functionality to help increase visibility across the organization.
  5. Provide tailored advice to help customers reach their key objectives and results.
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Tactical Considerations

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

  1. Understanding how to optimize existing and future sales opportunities
  2. Developing ways to increase customer engagement/retention
  3. Delivering strategies to expand market share
  4. Finding processes to streamline internal operations and communication
  5. Planning for long term growth and stability
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Building Rapport

Suggestions for an effective first call and any future calls:

  1. Do your homework: Research your customer’s track record, recent performance, and what has been working for them. Touch on specific milestones they’ve accomplished to show your genuine interest in their progress.
  2. Be prepared: Be prepared to discuss the key issues that are driving their business, such as how their current strategies have been working for them and what challenges they may be having.
  3. Focus on their values: Determine what is important to them, such as results, cost savings, data insights, or speed to market, and foster an open conversation about how you may be able to help them feel more confident in achieving those goals.

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