This document provides guidance on how to perform a sales discovery meeting. It discusses the goals of discovery, which include pre-qualifying prospects, building interest in talking, and closing for a conversation. It recommends using an ICE format - begin with an interaction, followed by a conversation, and end with an explanation. Questions to ask prospects are categorized as relating to their pain, current state, desired state, organization, need to purchase, ability to purchase, authority to purchase, and intent to purchase. Formats, structures, and goals are defined for each step of the discovery process.
Learn Proven 3 Step Formula How To Get Your First Clients & How To Get More C...Dainis Graveris
If you want more head out to http://www.1stwebdesigner.com/ site or you can check out membership training to get clients and avoid wasting time on trial and error - http://1wd.tv
Are you struggling to get your first clients, to get more clients in your freelance career?
We have received lots of questions about this exact problem - "How Do I get more clients?" And we listen and offer this webinar for you - FOR FREE!
My very first client came when I understood how to look at everything through his eyes! I became marketer,not only web designer and I never had to worry about not having enough work or clients!
Using a super-simple 3-Step System, you will learn exactly how to become expert freelancer and land well paid freelance gigs every time you want even if you are just STARTING OUT!
This formula will be taught by our freelance expert Spencer Forman.
Spencer Forman is the best freelancer (evil genius) I know, he is the go-to expert for any freelance related questions. Over past 6 years Spencer has worked with over 8,500 clients and he's experienced WordPress and freelance teacher - he has published over 300 instructional videos online. Throughout his journey Spencer has appeared on sites such as TechCrunch, Wallstreet, Mashable and he's visible person in WordPress field has appeared with ManageWP, WPEngine, W3 Total Cache.
On this webinar you'll learn:
- You will learn exactly how to leverage from WordPress popularity, pick "low hanging fruits" - pain jobs you can solve in short time!
- You will learn how to talk with clients, how to make them respond to you and how to get paid more!
- You will learn the art of following up with existing clients and get testimonials, recommendations and more work from them!
- And much, much more!
-------
If you want more head out to http://www.1stwebdesigner.com/ site or you can check out membership training to get clients and avoid wasting time on trial and error - http://1wd.tv
In this presentation you will learn how to get coaching clients and where to find them so that your can soar in your business. If you want to know more, go to: http://www.eqnina.com
How To Get More Referrals Without Asking Your ClientsNewHorizon.Org
Having credible referrals is an important part in running a business.
Getting these referrals may seem difficult if you are not sure how to ask for them from your clients. You can go around asking for referrals; however, you don’t want to come off as needy.
For more information read http://www.newhorizon.org/credit-info/how-to-get-referrals-for-your-small-business/
Looking for business financing? Check our resource page here http://www.newhorizon.org/NHBS/
Join me in this webinar, where I will share with you how to get more clients using your signature story in our next Overcoming Mediocrity anthology book project, because it DOES WORK!
Why on earth would you want to share your personal story?
When it comes to your story, here’s the million-dollar truth:
You must tell your story because your signature story builds trust and creates a memorable brand for YOU. It positions you!
There are three reasons for this:
1. People Remember Stories
Your prospect might not remember the first thing you said with your facts, features or data, but tell her your story of how you lost over 100 pounds and are now a dedicated weight-loss coach who knows how to get proven results because THAT is what she will remember.
Because stories are visceral, stories are universal and they connect with our hearts.
2. People Need Personal Connection
More than ever, we are all seeking deeper connections beyond reading today’s Facebook news feed. When it comes to your marketing materials, always think in terms of connection with your prospects and clients. And make sure you learn how to use your signature story as a part of your marketing.
Your story builds trust. It tells your prospect that you’re real and that you “get” her.
3. People Need Trusted Resources
Knowing how to position yourself is crucial in your marketing. Sharing your signature story will allow you to speak into your prospect’s head and their heart at the same time. When you are honest enough to share your story, they recognize that you are a vulnerable and “real” person and this will help them to feel comfortable working with you (HEART). This, of course, is also an opportunity to share your results, numbers, certifications, publications, sales, speaking dates, etc. in your story and also in your author bio (HEAD).
Both head and heart matter to your clients.
So, when it comes to your work in the world – whether you’re trying to get customers, clients, readers or patients – your story, your vulnerability has to be a piece of the puzzle.
Let me help you bring it all together by featuring you in our next Overcoming Mediocrity book project. Not only will we do everything for you (except write your story) to publish and print your new book, but we have many avenues that we implement to market you and your brand where we highlight your new “Published Author” status.
NEED TO KNOW MORE?
All of the details for this project are housed in our project website. http://www.dpwnpublishing.com/
http://mybusinesscardbook.com/
http://youtu.be/EB0P_snpvV8
The ultimate guide to getting more clients for your web design businessMatthew Needham
The ultimate guide to getting more clients for your web design business
http://bigredtomatocompany.co.uk/posts/the-ultimate-guide-to-getting-more-clients-for-your-web-design-business/
Learn how to get more web design, writing, SEO, and consulting clients. Read the full article here: https://carminemastropierro.com/how-to-get-more-clients-full-step-by-step-guide/
1. Find Your Niche
2. Know What Your Clients Desire
3. Establish a Presence Where Your Clients Hang Out
4. Use The Right Promotional Tactics
5. Ask for Reviews and Testimonials
To read more details ➡ https://www.slideshare.net/cloudwayshosting/how-to-get-clients-for-your-agency
Automatic Sales Lead Generation MachineCraig Klein
How to build an email list of targeted sales leads, create an email campaign they'll be glad to receive and use the email marketing analytics to identify the most qualified prospects for sales calls.
Facebook Advertising Strategies for Coaches & Consultants
http://digitalinfluence.com.au/how-to-get-clients-with-facebook-ads-for-coaches-consultants/
Facebook advertising is currently the most effective and affordable paid traffic channels for coaches and consultants who want to attract high paying clients to enrol in their premium products, programs or services.
Faceboook Ads are the #1 Channel for High End Coaching Leads
Have you ever wondered how celebrity coaches attract clients who happily pay $5K, $10K $30K or more for coaching programs, when most coaches struggle to get people to pay them $100 per hour?
How do they do it? Well they have a clearly defined process, and one of the essential steps is highly targeted traffic. Right now, Facebook is their #1 choice for finding new leads because of the amazing ability to target your ideal client on Facebook.
There is a lot more to it than just running the ads, but without an affordable source of targeted leads you can’t get a good ROI on the process.
Learn how to get coaching and consulting clients with Facebook Ads
Facebook Ads are Highly Scalable
What’s better than spending $1 and getting $2 Back?
Spending $100,000 and getting $200,000 back.
That’s the power of scalability, and it’s one of the reasons that Facebook ads are so popular.
One of the greatest benefits of Facebook advertising is that if you can get a good ROI on your Facebook ad campaign, you can scale it to grow your business into the high 6 figures or 7 figures.
Facebook Ads are Easy to Get Started With
Even if you are new to Facebook Ads, it’s easy to get started spending just $10 a day to start attracting clients into your business. Facebook ads are great because they are visual, easy to use, and most people use Facebook regularly. Even boosting a post for $5 to $20 can produce a noticeable increase in engagement and enquiries
Getting Solid ROI for on Facebook is Hard
However while it’s one thing to run some simple Facebook ads and possibly get some initial results, producing solid ROI (Return on investment).
In fact, top Facebook advertisers don’t start out trying to make thousands of dollars – they start out trying to turn $1 into $1.01. If you can’t do that, there is no point trying to spend thousands of dollars – you’re just throwing money away.
Watch the interview:
http://digitalinfluence.com.au/how-to-get-clients-with-facebook-ads-for-coaches-consultants/
Video URL:
https://www.youtube.com/watch?v=PzjN6GTbscQ
See more Digital Influence Interviews:
http://digitalinfluence.com.au/interviews
DESIRE: Training that Sales Reps Want to AttendKeith Stoneman
Having trouble getting your sales reps to attend training? Our DESIRE model has what you need to deliver training reps want to attend. Using our experience with a mid-sized midwestern insurance carrier, we share what we learned to turn our training around.
How To Increase Sales Using SEO | Case Study - How A Multi-National Company A...Robin Ooi
How A Multi-National Company Achieved Up To 35% Increase In Sales In Less Than 6 Months & How You Can Too With These Simple Website Optimization Tweaks! | SEO | Neil Patel | Search Engine Land
Learn Proven 3 Step Formula How To Get Your First Clients & How To Get More C...Dainis Graveris
If you want more head out to http://www.1stwebdesigner.com/ site or you can check out membership training to get clients and avoid wasting time on trial and error - http://1wd.tv
Are you struggling to get your first clients, to get more clients in your freelance career?
We have received lots of questions about this exact problem - "How Do I get more clients?" And we listen and offer this webinar for you - FOR FREE!
My very first client came when I understood how to look at everything through his eyes! I became marketer,not only web designer and I never had to worry about not having enough work or clients!
Using a super-simple 3-Step System, you will learn exactly how to become expert freelancer and land well paid freelance gigs every time you want even if you are just STARTING OUT!
This formula will be taught by our freelance expert Spencer Forman.
Spencer Forman is the best freelancer (evil genius) I know, he is the go-to expert for any freelance related questions. Over past 6 years Spencer has worked with over 8,500 clients and he's experienced WordPress and freelance teacher - he has published over 300 instructional videos online. Throughout his journey Spencer has appeared on sites such as TechCrunch, Wallstreet, Mashable and he's visible person in WordPress field has appeared with ManageWP, WPEngine, W3 Total Cache.
On this webinar you'll learn:
- You will learn exactly how to leverage from WordPress popularity, pick "low hanging fruits" - pain jobs you can solve in short time!
- You will learn how to talk with clients, how to make them respond to you and how to get paid more!
- You will learn the art of following up with existing clients and get testimonials, recommendations and more work from them!
- And much, much more!
-------
If you want more head out to http://www.1stwebdesigner.com/ site or you can check out membership training to get clients and avoid wasting time on trial and error - http://1wd.tv
In this presentation you will learn how to get coaching clients and where to find them so that your can soar in your business. If you want to know more, go to: http://www.eqnina.com
How To Get More Referrals Without Asking Your ClientsNewHorizon.Org
Having credible referrals is an important part in running a business.
Getting these referrals may seem difficult if you are not sure how to ask for them from your clients. You can go around asking for referrals; however, you don’t want to come off as needy.
For more information read http://www.newhorizon.org/credit-info/how-to-get-referrals-for-your-small-business/
Looking for business financing? Check our resource page here http://www.newhorizon.org/NHBS/
Join me in this webinar, where I will share with you how to get more clients using your signature story in our next Overcoming Mediocrity anthology book project, because it DOES WORK!
Why on earth would you want to share your personal story?
When it comes to your story, here’s the million-dollar truth:
You must tell your story because your signature story builds trust and creates a memorable brand for YOU. It positions you!
There are three reasons for this:
1. People Remember Stories
Your prospect might not remember the first thing you said with your facts, features or data, but tell her your story of how you lost over 100 pounds and are now a dedicated weight-loss coach who knows how to get proven results because THAT is what she will remember.
Because stories are visceral, stories are universal and they connect with our hearts.
2. People Need Personal Connection
More than ever, we are all seeking deeper connections beyond reading today’s Facebook news feed. When it comes to your marketing materials, always think in terms of connection with your prospects and clients. And make sure you learn how to use your signature story as a part of your marketing.
Your story builds trust. It tells your prospect that you’re real and that you “get” her.
3. People Need Trusted Resources
Knowing how to position yourself is crucial in your marketing. Sharing your signature story will allow you to speak into your prospect’s head and their heart at the same time. When you are honest enough to share your story, they recognize that you are a vulnerable and “real” person and this will help them to feel comfortable working with you (HEART). This, of course, is also an opportunity to share your results, numbers, certifications, publications, sales, speaking dates, etc. in your story and also in your author bio (HEAD).
Both head and heart matter to your clients.
So, when it comes to your work in the world – whether you’re trying to get customers, clients, readers or patients – your story, your vulnerability has to be a piece of the puzzle.
Let me help you bring it all together by featuring you in our next Overcoming Mediocrity book project. Not only will we do everything for you (except write your story) to publish and print your new book, but we have many avenues that we implement to market you and your brand where we highlight your new “Published Author” status.
NEED TO KNOW MORE?
All of the details for this project are housed in our project website. http://www.dpwnpublishing.com/
http://mybusinesscardbook.com/
http://youtu.be/EB0P_snpvV8
The ultimate guide to getting more clients for your web design businessMatthew Needham
The ultimate guide to getting more clients for your web design business
http://bigredtomatocompany.co.uk/posts/the-ultimate-guide-to-getting-more-clients-for-your-web-design-business/
Learn how to get more web design, writing, SEO, and consulting clients. Read the full article here: https://carminemastropierro.com/how-to-get-more-clients-full-step-by-step-guide/
1. Find Your Niche
2. Know What Your Clients Desire
3. Establish a Presence Where Your Clients Hang Out
4. Use The Right Promotional Tactics
5. Ask for Reviews and Testimonials
To read more details ➡ https://www.slideshare.net/cloudwayshosting/how-to-get-clients-for-your-agency
Automatic Sales Lead Generation MachineCraig Klein
How to build an email list of targeted sales leads, create an email campaign they'll be glad to receive and use the email marketing analytics to identify the most qualified prospects for sales calls.
Facebook Advertising Strategies for Coaches & Consultants
http://digitalinfluence.com.au/how-to-get-clients-with-facebook-ads-for-coaches-consultants/
Facebook advertising is currently the most effective and affordable paid traffic channels for coaches and consultants who want to attract high paying clients to enrol in their premium products, programs or services.
Faceboook Ads are the #1 Channel for High End Coaching Leads
Have you ever wondered how celebrity coaches attract clients who happily pay $5K, $10K $30K or more for coaching programs, when most coaches struggle to get people to pay them $100 per hour?
How do they do it? Well they have a clearly defined process, and one of the essential steps is highly targeted traffic. Right now, Facebook is their #1 choice for finding new leads because of the amazing ability to target your ideal client on Facebook.
There is a lot more to it than just running the ads, but without an affordable source of targeted leads you can’t get a good ROI on the process.
Learn how to get coaching and consulting clients with Facebook Ads
Facebook Ads are Highly Scalable
What’s better than spending $1 and getting $2 Back?
Spending $100,000 and getting $200,000 back.
That’s the power of scalability, and it’s one of the reasons that Facebook ads are so popular.
One of the greatest benefits of Facebook advertising is that if you can get a good ROI on your Facebook ad campaign, you can scale it to grow your business into the high 6 figures or 7 figures.
Facebook Ads are Easy to Get Started With
Even if you are new to Facebook Ads, it’s easy to get started spending just $10 a day to start attracting clients into your business. Facebook ads are great because they are visual, easy to use, and most people use Facebook regularly. Even boosting a post for $5 to $20 can produce a noticeable increase in engagement and enquiries
Getting Solid ROI for on Facebook is Hard
However while it’s one thing to run some simple Facebook ads and possibly get some initial results, producing solid ROI (Return on investment).
In fact, top Facebook advertisers don’t start out trying to make thousands of dollars – they start out trying to turn $1 into $1.01. If you can’t do that, there is no point trying to spend thousands of dollars – you’re just throwing money away.
Watch the interview:
http://digitalinfluence.com.au/how-to-get-clients-with-facebook-ads-for-coaches-consultants/
Video URL:
https://www.youtube.com/watch?v=PzjN6GTbscQ
See more Digital Influence Interviews:
http://digitalinfluence.com.au/interviews
DESIRE: Training that Sales Reps Want to AttendKeith Stoneman
Having trouble getting your sales reps to attend training? Our DESIRE model has what you need to deliver training reps want to attend. Using our experience with a mid-sized midwestern insurance carrier, we share what we learned to turn our training around.
How To Increase Sales Using SEO | Case Study - How A Multi-National Company A...Robin Ooi
How A Multi-National Company Achieved Up To 35% Increase In Sales In Less Than 6 Months & How You Can Too With These Simple Website Optimization Tweaks! | SEO | Neil Patel | Search Engine Land
How to always know the right sales questions to askSalesScripter
The best salesperson is the one that asks the best questions. But it can be easy to not know what to ask when interacting with prospects.
If you can relate to that, these are the slides from our webinar on “How to Always Know the Right Sales Questions to Ask” where we will not only teach you what questions you need to be asking, but we will also teach you a process for creating your own list of questions tailored to the your product that you sell.
In this webinar, we will discuss:
– What types of questions you need to ask at different stages of the sales process
– Conversation starting questions you can use in open calls and meetings
– How to develop a list of good probing questions for your products and services
– What qualifying questions you can ask to filter out bad leads
– What closing questions you can ask throughout the sales process
Objection Rebuttals that Defuse Common Sales ObjectionsSalesScripter
In B2B sales, you will face the same objections again and again:
– What is this in regards to?
– Is this a sales call?
– I am not interested.
– Just send me your info.
– We are already using someone right now.
– We do not have any budget right now.
– We are not looking at making any changes right now.
– Call me back in X months.
If you would like to get some new ideas of what to do and say when these come up, join us for our webinar on “Objection Rebuttals that Defuse Common Sales Objections”.
Being able to make some positive changes in this one area should create big improvements in your ability to get meetings and generate leads.
Lander Academy - Peep Laja's How to build websites that sellLander Inc
Peep gave us a really useful checklist to increase the conversion and sales of your websites. With this presentation you will see how to improve your site site and which mistakes you can avoid.
Asking questions is the most powerful way to communicate to others to persuade and influence them! I have created for you a unique sale process map driven by the right questions. Following these steps and asking the right questions will help you navigate and close any sale!
How to teach salespeople to always ask the right questionsSalesScripter
The best salesperson is the one that asks the best questions. But it can be extremely challenging to train your sales resources to what questions to ask at all the different times.
What often happens is learning through trial and error which can be extremely costly in terms of deals lost and long new hire ramp up time.
It does not need to be so difficult and we will show you this on our “How to Train Your Salespeople to Always Ask the Right Questions” webinar where we will:
– Show you a two-step qualifying process
– Outline both pre-qualifying questions and hard qualifying questions
– Closing questions
– Networking questions
– How to build question trees that have all of the best follow-up questions
These slides are from Noisy Little Monkey's Google Analytics training session. We run the courses from our offices in the Aardman Animations Studio in Bristol.
The slides cover:
- the basics of Analytics account set up
- what the measures mean and which of them are most useful for your business
- setting up goals
- using custom reports and segments
- if you are using AdWords, how Analytics can help to evaluate your ad spend.
Hire Smart: Why Your Recruiting Process Can Make or Break Your Business (Prop...AppFolio
With co-hosts NAA, we hosted a fantastic webinar called "Hire Smart: Why Your Recruiting Process Can Make or Break Your Business," with presenter Bill Nye, Senior Vice President - Marketing for RLL. He covered best practices for property managers to modernize their recruiting process and attract desirable candidates - flip through the slides to learn even more.
Wired! Is that Federal Contract Headed for Your Competitor? How to tell (and ...Judy Bradt
Wired! Is that Federal Contract Headed for Your Competitor? How to tell (and what to do next) Part of the Federal Sales Success Series by Judy Bradt of Summit Insight --703 627 1074
Understanding User Needs and Satisfying ThemAggregage
https://www.productmanagementtoday.com/frs/26903918/understanding-user-needs-and-satisfying-them
We know we want to create products which our customers find to be valuable. Whether we label it as customer-centric or product-led depends on how long we've been doing product management. There are three challenges we face when doing this. The obvious challenge is figuring out what our users need; the non-obvious challenges are in creating a shared understanding of those needs and in sensing if what we're doing is meeting those needs.
In this webinar, we won't focus on the research methods for discovering user-needs. We will focus on synthesis of the needs we discover, communication and alignment tools, and how we operationalize addressing those needs.
Industry expert Scott Sehlhorst will:
• Introduce a taxonomy for user goals with real world examples
• Present the Onion Diagram, a tool for contextualizing task-level goals
• Illustrate how customer journey maps capture activity-level and task-level goals
• Demonstrate the best approach to selection and prioritization of user-goals to address
• Highlight the crucial benchmarks, observable changes, in ensuring fulfillment of customer needs
Premium MEAN Stack Development Solutions for Modern BusinessesSynapseIndia
Stay ahead of the curve with our premium MEAN Stack Development Solutions. Our expert developers utilize MongoDB, Express.js, AngularJS, and Node.js to create modern and responsive web applications. Trust us for cutting-edge solutions that drive your business growth and success.
Know more: https://www.synapseindia.com/technology/mean-stack-development-company.html
3.0 Project 2_ Developing My Brand Identity Kit.pptxtanyjahb
A personal brand exploration presentation summarizes an individual's unique qualities and goals, covering strengths, values, passions, and target audience. It helps individuals understand what makes them stand out, their desired image, and how they aim to achieve it.
Navigating the world of forex trading can be challenging, especially for beginners. To help you make an informed decision, we have comprehensively compared the best forex brokers in India for 2024. This article, reviewed by Top Forex Brokers Review, will cover featured award winners, the best forex brokers, featured offers, the best copy trading platforms, the best forex brokers for beginners, the best MetaTrader brokers, and recently updated reviews. We will focus on FP Markets, Black Bull, EightCap, IC Markets, and Octa.
Recruiting in the Digital Age: A Social Media MasterclassLuanWise
In this masterclass, presented at the Global HR Summit on 5th June 2024, Luan Wise explored the essential features of social media platforms that support talent acquisition, including LinkedIn, Facebook, Instagram, X (formerly Twitter) and TikTok.
LA HUG - Video Testimonials with Chynna Morgan - June 2024Lital Barkan
Have you ever heard that user-generated content or video testimonials can take your brand to the next level? We will explore how you can effectively use video testimonials to leverage and boost your sales, content strategy, and increase your CRM data.🤯
We will dig deeper into:
1. How to capture video testimonials that convert from your audience 🎥
2. How to leverage your testimonials to boost your sales 💲
3. How you can capture more CRM data to understand your audience better through video testimonials. 📊
buy old yahoo accounts buy yahoo accountsSusan Laney
As a business owner, I understand the importance of having a strong online presence and leveraging various digital platforms to reach and engage with your target audience. One often overlooked yet highly valuable asset in this regard is the humble Yahoo account. While many may perceive Yahoo as a relic of the past, the truth is that these accounts still hold immense potential for businesses of all sizes.
In the Adani-Hindenburg case, what is SEBI investigating.pptxAdani case
Adani SEBI investigation revealed that the latter had sought information from five foreign jurisdictions concerning the holdings of the firm’s foreign portfolio investors (FPIs) in relation to the alleged violations of the MPS Regulations. Nevertheless, the economic interest of the twelve FPIs based in tax haven jurisdictions still needs to be determined. The Adani Group firms classed these FPIs as public shareholders. According to Hindenburg, FPIs were used to get around regulatory standards.
The 10 Most Influential Leaders Guiding Corporate Evolution, 2024.pdfthesiliconleaders
In the recent edition, The 10 Most Influential Leaders Guiding Corporate Evolution, 2024, The Silicon Leaders magazine gladly features Dejan Štancer, President of the Global Chamber of Business Leaders (GCBL), along with other leaders.
6. I
C
E
FORMAT
• Cold calls
• Cold emails
• Networking
• Inbound calls
• Inbound emails
• Website chat
• Social media
STRUCTURE
• 2 to 5 minutes
• 80% on prospect
• 20% on you
GOALS
• Pre-Qualify
• Build interest in
talking
• Close for conversation
QUESTIONS
• Pain
• Current State
INTERACTION
7. I
C
E
FORMAT
• Appointment
• Online meeting
• Meet for coffee, drink,
food
• Extended cold call
• Meet at event
STRUCTURE
• 10 to 60 minutes
• 50% on prospect
• 50% on you
GOALS
• Qualify
• Build interest in
product
• Close for Explanation
QUESTIONS
• Pain
• Current State
• Qualifying
CONVERSATION
8. I
C
E
FORMAT
• Presentation
• Demonstration
• Proposal
• Quotation
• List of options
STRUCTURE
• 30 minutes to 2 hours
• 20% on prospect
• 80% on you
GOALS
• Qualify
• Build interest in
product
• Close for purchase
QUESTIONS
• Pain
• Current State
• Qualifying
• Closing
EXPLANATION
12. VALUE POINTS
TARGET BUYER
Small businesses
PRODUCT
Web design services
FEATURES
• Design and build websites
• Graphic design
• Copywriting
DIFFERENTIATION
• We only work with
accountants
• We use AI to develop the
optimum website layout
• We guarantee results
COMPANY FACTS
• Won design awards 5 years
• In business for 30 years
• Woman owned business
13. • Make something work better
COMMON BENEFITS
• Decrease the time it takes to do something
• Increase revenue / income
VALUE POINTS
• Increase website traffic
• improve website conversion rates
• Increase the revenue generated through their website
• Decrease costs / expenses
• Improve quality of products or services being sold
• Decrease risk
• Improve visibility, information, or decision-making
14. VALUE POINTS
TARGET BUYER
Small businesses
PAIN POINTS
PRODUCT
Web design services
FEATURES
• Design and build websites
• Graphic design
• Copywriting
DIFFERENTIATION
• We only work with
accountants
• We use AI to develop the
optimum website layout
• We guarantee results
COMPANY FACTS
• Won design awards 5 years
• In business for 30 years
• Woman owned business
VALUE POINTS
• Increase the revenue generated through their
website
• improve website conversion rates
• Increase website traffic
15. • Increase the revenue generated through their website
VALUE POINTS
• improve website conversion rates
• Increase website traffic
PAIN POINTS
• Need to generate more revenue through the website
• Website visitors are not converting to customers
• There is a need to increase website traffic
16. PAIN POINTS
VALUE POINTS
• Increase the revenue generated through their
website
• improve website conversion rates
• Increase website traffic
TARGET BUYER
Small businesses
PAIN POINTS
• Need to generate more revenue through the website
• Website visitors are not converting to customers
• There is a need to increase website traffic
PAIN QUESTIONS
PRODUCT
Web design services
FEATURES
• Design and build websites
• Graphic design
• Copywriting
DIFFERENTIATION
• We only work with
accountants
• We use AI to develop the
optimum website layout
• We guarantee results
COMPANY FACTS
• Won design awards 5 years
• In business for 30 years
• Woman owned business
17. • Need to generate more revenue through the website
PAIN POINTS
• Website visitors are not converting to customers
• There is a need to increase website traffic
PAIN QUESTIONS
• How important is it to get more revenue out of your website?
• How important is it for you to improve website conversion rates?
• Do you need to increase website traffic and visitors?
18. PAIN POINTS
VALUE POINTS
• Increase the revenue generated through their
website
• improve website conversion rates
• Increase website traffic
TARGET BUYER
Small businesses
PAIN POINTS
• Need to generate more revenue through the website
• Website visitors are not converting to customers
• There is a need to increase website traffic
PAIN QUESTIONS
PRODUCT
Web design services
FEATURES
• Design and build websites
• Graphic design
• Copywriting
DIFFERENTIATION
• We only work with
accountants
• We use AI to develop the
optimum website layout
• We guarantee results
COMPANY FACTS
• Won design awards 5 years
• In business for 30 years
• Woman owned business
PAIN QUESTIONS
• How important is it to get more revenue out of your
website traffic?
• How important is it for you to improve your website
conversion rates?
• Do you need to increase website traffic and visitors?
19. • How important is it to get more revenue out of your website traffic?
• How important is it for you to improve your website conversion rates?
• Do you need to increase website traffic and visitors?
PAIN
QUESTIONS
Pain Questions
21. Current State Questions
• Current systems and processes
• People in the organization
• Current service providers/vendors
• Current contracts and expiration dates
• Size details – number of sites, people, systems, etc.
• Current performance/stats (technical, marketing, financial, etc.)
• Last time evaluated other options
CURRENT
STATE
PAIN
QUESTIONS
22. • Do you currently have someone that can make changes to your website?
• Are you currently working with a web design agency?
• How happy are you with person working on your website?
• When was the last time you refreshed your website?
• How much traffic are you currently getting to your website?
• What CMS platform is your website built on?
• When was the last time you considered redoing your website?
• How many different websites do you currently have?
• Are you the person to that makes decisions regarding your website?
CURRENT
STATE
PAIN
QUESTIONS
Current State Questions
23. • What are the short and long-term goals for the organization?
• What is the top priority for the organization?
• What areas are targets for future improvements?
• What issues or challenges would you like to fix?
• If you could wave a wand and change one thing, what would that be?
CURRENT
STATE
PAIN
QUESTIONS
DESIRED
STATE
Desired State Questions
24. • What does the organization look like?
• What objectives is the organization measured against?
• How is the organization structured?
• What does your team look like?
• What other departments do you interface with?
• Who do you report to?
• Is it possible to get a copy of an org chart?
CURRENT
STATE
PAIN
QUESTIONS
DESIRED
STATE
ORGANIZATION
Organization Questions
25. • What motivated you to look at us (brought you to us)?
• Do you mind if I ask why you took time out of your schedule to meet with us?
• What improvements could you see if you make this purchase?
• What will happen if you do not purchase something?
• Is there a date when this purchase needs to be made?
• What happens if the purchase is not made by that date?
• What is the time frame that the project needs to work along?
CURRENT
STATE
Need to Purchase Questions
NEED TO
PURCHASE
PAIN
QUESTIONS
DESIRED
STATE
ORGANIZATION
26. • What is the budgetary range that you need this purchase to stay within?
• Is there a budget approved for this project?
• Have the funds been allocated to this purchase?
• What budget (department) will this purchase be made under?
• Are there other purchases that this funding may end up being used for?
• How does the project fit with other initiatives from a priority standpoint?
Ability to Purchase Questions
CURRENT
STATE
NEED TO
PURCHASE
ABILITY TO
PURCHASE
PAIN
QUESTIONS
DESIRED
STATE
ORGANIZATION
27. • What is the decision-making process?
• What parties will be involved in making the decision?
• What are the key factors that a decision will be based on?
• What functional areas (departments) will be impacted by the purchase?
• Is there a committee that this type of purchase has to go through?
• Who is the ultimate decision maker?
• Who is the person that will need to sign the agreement/contract?
Authority to Purchase Questions
CURRENT
STATE
NEED TO
PURCHASE
ABILITY TO
PURCHASE
AUTHORITY
TO
PURCHASE
PAIN
QUESTIONS
DESIRED
STATE
ORGANIZATION
28. • What other options are you considering?
• How far along are you in discussions with them?
• How do you feel about your other options?
• What do you like about them? What do you not like about them?
• How do they compare with what we have to offer?
• Is there a reason why you would choose us over them?
• If you had to make a decision today, which way would you lean?
Intent to Purchase Questions
CURRENT
STATE
NEED TO
PURCHASE
ABILITY TO
PURCHASE
AUTHORITY
TO
PURCHASE
INTENT TO
PURCHASE
PAIN
QUESTIONS
DESIRED
STATE
ORGANIZATION
29. Can I schedule a sales discovery
meeting with you where I can ask
you a bunch of questions?
Our standard process is to have a
discovery meeting where we can gather
some details about your environment.
What is the best way to get that on the
calendar?
How to Sell the Sales Discovery