What is Presales? Why is it important for my Organization?If you want an answer continue reading….
Old school of Thought…. Presales is only.. Booking conference rooms and telephone calls Editing the proposals, correcting the spelling mistakes !!!! Improving the color combination of some body else’s ppt Carrying laptop and working from home
Today, Presales is gaining importance and the deserved recognition as never before…
Presales Gamut…. Energy This is not 9:00 to 5:00 job Energy level should be at peak even at 2:00 am Enthusiasm Treat every Bid as your first Bid Passion Believe in the power of branding Customize the collateral and case studies Knowledge Read, Read and Read..understand why your customer is here
Working Backstage Gain Domain knowledge Market dynamics Market Size Major players Understanding the customer R&D budget Existing Vendors Market share Customer’s customer Pain points Know your competitors Their customers Revenue Services and solutions Director and not an Actor
Wearing Marketing Hat at times Marketing a service/ solution during customer call Drafting case studies Collateral building
And Branding too….
Brand your company- my company is the largest provider of so and so services…justify it Differentiate your services from that of your competitors Showcase customer testimonials Be active on Social Media Sites, connect with your customer, be a brand ambassador of your company Brand Ambassador
Bid Management Respond to RFIs/ RFPs Do your homework- understand the customer requirement Connect to the relevant stake holders Consolidate the response and review Make sure it looks as a single response and not multiple responses Checklist- Map the requirement to the solution proposed Owning the BID
Customer Visit Management Making the best use of customer visit Get insight into their current vendors, their opinion about your competitors, their R&D spend, how much do they outsource etc…(be diplomatic while asking these questions) Display energy and enthusiasm Make him/ her feel important Do not burden the customer with gyan, believe in walkthroughs Do not be a visit coordinator “Manage” the visit and hold the thread! Knowing the Customer
PRESALES can be turned into an efficient SALES engine, you just have to know how to fuel it! Summary…
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