Interviews – A tool to scale your sales

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What is it? 1:1 interviews are a methodology that will help you better structure the conversations you plan to have with your clients.

This way, you will get better results in less time, and you will be able to achieve your commercial objectives more effectively by obtaining a deep understanding of the target profiles.

1:1 Interviews Where to start?
The first step is to put together a prioritized list of our clients and prospects, giving greater relevance (and a better position) to those who generated the most value over time.

We must understand and visually map the importance of each client to us:

1:1 interviews prioritizing prospects

Then we identify the level of trust we have with each of them:

In Ring 1 we put those we can call or chat with at almost any time and ask founder email list questions without running the risk of disturbing them.
Then, in Ring 2, we add those with whom we don't have that trust, but there are some constant interactions.
And in ring 3 are those with a low level of interaction and relationships.
Distribution of prospects for 1:1 interviews

Now let’s review those 1 – 1: Level of importance 1, with ring 1 of trust. Do we have many? Few? This will help you to see the level of engagement you have with your clients and prospects: Are we really building trust and bonds with our best clients? It seems incredible, but in our day to day life we ​​can forget about this. We must not neglect important clients!

Now we come to the time to conduct one-on-one interviews: video calls, virtual coffees, telephone conversations in these times of social distancing. Conversations that may seem informal when facing the client, but which are actually pre-scripted and seek to answer the three key questions that will allow you to reach the necessary information to scale your commercial success by prospecting other similar accounts.