The goal of the first contact is to identify and actualize the consequences for the client when solving the problem or ignoring it. For the client, you should be a doctor, not a pharmacist.
The pharmacist offers a solution to the problem, the doctor solves it .
Example:
Client: I need to rent a space for a warehouse.
Pharmacist (no) - I'll send you a list of available premises with a description now.
Doctor (yes) - For what purposes do you need a warehouse? Describe the problem that made you contact us?
The result of this stage should be the recording of the problem, agreed upon with the client.
Read also: Optimizing the consumer value of an offer
Bottleneck #3: “Formation and sending of CP”
When creating a CP, do not write about yourself, write about the options for solving the client's problem and the result that he will receive. Digitize the solution in favor, thereby justifying the cost of your services.
NO
Slide 1 - Our company has been working in the commercial real estate market for 10 years,
Slide 2 - in our database you can find a solution that suits you.
Slide 3 - Commission 100% of the cost of renting the premises for 3 months.
YES
Slide 1 — We found a warehouse 10 km from your production facility with access to the central railway line. Map, photo of the premises.
Slide 2 — We meet the storage conditions for the products uk phone number data with a reserve, the refrigeration units have only been in operation for 2 years. Tomorrow you can transport all 100 tons of excess goods, they will not have time to spoil, the problem is solved.
Slide 3 — Cost of the service: 100% of the cost of renting the premises for 3 months. This is only 10% of the amount of potential damage to the goods.
Growth point #4 “Call – working with objections after studying the CP”
Let me remind you that the client requests a CP not only from you, but also from your competitors, and among them there are "doctors". The task of this stage is to process objections efficiently and faster than anyone else.
There is a ready-made solution for amoCRM and Bitrix 24. The B2B Family service will set a task when the client has reviewed the offer and will show which slides have aroused interest.
Selling at this stage is risky, most likely he has not yet studied other offers and is not ready to make a final decision. Pressure can cause negativity. Remove objections faster than competitors while they call back as agreed.