Front-end Process
Client Prospecting
Salesperson is generating qualified leads, finding new opportunities among the existing customer database. Depending on the type of business, prospecting can take many forms including networking, seminars, marketing, trade shows, and cold calls. The main purpose is to identify a qualified decision maker, or an ally in the organization who can help you reach the decision maker.
Processing Call outs
Call the prospect client and gather the information from v-tiger.
Offer Services
The goal of this process is to set an appointment and submit a proposal by giving the website benefits and advantages.
Email the Proposal for reference
Proposal / Company Background must be send on the prospect client in case that the client got interested on the services in time
Update Prospect Status
Any development on the prospect must be inputted on v-tiger to keep documented.
Send Proposal and Set Appointment
The goal on this value has to be demonstrated and the customer requests that the salesperson for an appointment.
- Presentation base on analysis during call-out stage
- Presentation base on researched specific industry need
The style of your presentation and your personal conduct can have a big impact on its success.
Needs Analysis
The first step should be the introduction of company whereby the Webcon talks and the prospect listen. The second method is the demonstration stage. It is often more effective to show prospect how to do it rather than trying to explain it. The last stage is the needs analysis where we can use the technique the STOP, START & CONTINUE approach to better determine the needs especially if the prospect hasn't given a terms of reference. You essentially ask the people in the meeting to name one task they want the organization to stop doing, one task that it should start doing, and one task that it should continue to do.
Prepare Costing
Preparation of project quotation based on the needs analysis.
Make any changes to the costing
The customer now has a clear understanding of the options available and begins negotiations to acquire the service. Price is one consideration, but negotiating considerations include the cost of change and the risk that the solution will not meet their needs. The desired outcome, naturally, is a successfully negotiated deal – perhaps formalized in a signed contract – that symbolizes a win-win arrangement for our company and the client.
- Adjust costing base on Prospect allocated budget
- Adjust payment terms if the client is on a tight budget
- Give additional value (free CMS etc.)
- Give discount (subject for approval)
Close the Sales
A signed contract is really just the first chapter of the story. Collection of down payment acknowledges that it is indeed a sale. First of all, the service must be delivered and implemented as indicated at the time frame on the signed contract. As Webcons, we should focus on a long-term profitable relationship and will follow up with the project coordinator & client to make sure that everything is going smoothly. And at the right time, you will begin the Prospecting step again, probing the customer to see if there is an ongoing need that can be serviced again.
