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Need (N): What is the main problem they are facing? First, you need to understand their current problem and its root cause. You can immediately understand whether your solution can benefit them. In addition, you can ask what they have tried so far to solve this problem, compared to the solution you can provide.

 

Economic Impact (E): How does this problem affect them financially? In the next phase, you will emphasize the economic impact of the pain point versus the financial opportunity of adopting your solution. For example, if they only receive a maximum of 10 queries per month on their home page, if you have website optimization services, you can share with past czech republic telegram number database clients that they were able to increase their monthly queries from 20 to 80 by improving their pathways and optimizing their content, over the course of a few months, and were able to significantly improve their site's SERP ranking and increase web traffic. In this way, you can suggest that you can not only solve their problem, but also add more value to their site through SEO and other benefits.

 

Authority (A): Who are the key decision makers and how can you reach them? Remember that the first person you contact in the organization usually does not have the authority to sign off on a new product. Examine the roles of the people you have already spoken to and make a plan to contact the people in the company who have decision-making authority.

 

Timeline (T): What is the realistic timeline for closing this sale? It’s best to have a specific “go live” date that will help drive sales. Of course, don’t rush them into adoption, but try to identify all the factors in the adoption process and have a practical timeline in place so they can actually bring in your solution.

 

 

3. Inbound Sales