New to SaaS Sales?
(or in the middle of it?)
Here’s a practical guide for your success in your first meeting with a new customer!
Step 1 — Quick Hello/Connection/Rapport Find something to connect on in their environment, from their history, family, sports, trivia, trends taking place, something you agree on, etc.
Something outside of work, find a connection as a human first.
Step 2 — Quick Introductions “Hi, I am _______________ and we have been ___________ for _____________ (time period) and we have helped others in ___________________”
Step 3 — Quick summary of what you’d like to accomplish on this call. Example: “We would like to learn more about your goals and to also show you how we are helping companies accomplish ______ and show you a quick demo and answer any questions at the same time.”
Step 4 — Ask a Quick open ended question -“Just curious, where you are in __________ process currently?” (Salesperson) “That is great, let us show you a quick demo on how our software helps with that exact situation.”
Step 5 — Focused Demo (20–30 min) — Pick the top features from your software which solve the exact challenges the customer is facing. Focus on those 2–3 features and their benefits in alleviating their pains/challenges. Let them ask questions and answer them with benefits provided.
Step 6 — Prepared Questions — If there is a stall (and always good to have as backup as well): Ask them pre-prepared questions which will highlight top features of your software. Explain the benefits of those features to them. No need to show all of your features…
This might trigger… Customer “Right now, this one of our biggest problems, to be honest”. Show them the feature that allows them to benefit from your software for that “exact problem” they are encountering. This empowers them to see the value of your software right away.
(Do you have 3–4 more of those type questions leading to your top features and benefits on the software? Ask those when you need a question to ask, as you nicely converse back and forth.)
If they bring up a certain challenge, it’s very important to focus on that exact challenge and help them on that exact challenge. In summary: Find what needs/challenges/struggles/pains stick out the MOST. Focus on the benefits of the software, regarding those exact needs.
Step 7 — Ask them what would be the process on their end to implement a product like this internally? Are there other influencers or departments who need to sign off first before closing the deal eventually? Make sure to have calls or meetings with these people as well.
Step 8 — Schedule next meeting while in the first meeting and pick the day and time together, if possible, before leaving meeting/call.
(Note: If they ask for pricing, at any time, share with them the price and make sure to remind them of their list of challenges and pains, which they told you about, that you will alleviate with your software. They will see the value you offer with your software afterwards.)
Thank you!
For further guidance message Tarek any time at tarek@jumpstartjourney.com or on Twitter at @tareknhassa — www.jumpstartjourney.com
