 |
|
| Business Relationships that Fit Your Pieces Together |
|
|
|
 |
| |
 |
Services |
|
| |
|
|
|
|
|
|
|
|
|
| |
As an expert in
your field, you
have a powerful gut feel about
who needs your
service, and
why. But nothing
can replace the
immediate
knowledge that
comes from
direct contact
with an
interested
prospect.
In structured
conversations
with real
prospects we
identify each of
these elements
in the cluster
of
need/solution/sale:
► Prospect’s
perceived needs
► Needs
ranking -
value, impact,
timeframe
► Prospect’s
perceived
solutions
► Solutions
ranking -
availability,
effectiveness,
completeness
► Buying
Process -
budget,
schedule,
evaluation,
review, approval
► Buying
Team - users,
champions,
recommenders,
approvers |
|
|
|
|
| |
|
|
How do you get this type
of information from
prospects who are
difficult to reach at
all, much less having
time to answer 20
questions with you on
the telephone? We use
several tools:
► On-line surveys
► Telephone surveys
► Personal interviews
► Live focus groups
We ask the questions,
you get the answers from
live prospects. Your
service offer improves
dramatically. Request the white paper. |
| |
|
|
|
|
 |
|
| Copyright © 2005-2008 One-to-One Business Relationships. |
|
|
