Scene 1: The list looks a lot, but not accurate.
First check if the keyword is mixed with a product user, competitive supplier or recruitment job. List defined by customer business model: importers, distributors, brands and equipment manufacturers may use completely different company introductions. Every search round is a small set of results, record the cause of error and adjust the conditions.
Scene 2: Find the company but not contact the right person
Imagine the customer’s purchase process into a role list: demanders, technical evaluators, purchasing executives and budget approvalers. Inspection of personal responsibilities and public dynamics. Do not send all the messages to CEO; For specific products, people who really know the specifications or are responsible for the development of suppliers may be more advanced.
Scene 3: I’ve got a good friend, but I don’t know what to say.
Return to the latest customer business information. Study its product lines, sales channels, target markets and open projects and choose an input point directly related to your product capabilities. The objective of the first message is to confirm relevance, rather than one-time sending directories, offers and factory introductions.
Scene 4: The team repeats contact with the same customer
Create a unified customer company table, agree to the manager, the final contact date, the contacted roles and the next arrangement. The cooperation capacity available within the tool should be combined with specific version verification; In addition to the tool, there should be a clear affiliation rule. No team should rely on the personal memory of business employees to manage a customer relationship that lasts months.
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Scene 5: Members are not found to be continuously used until their expiry.
First, a fixed study and tracking time is scheduled for the weekly period, then recording the results of execution. When reviewing and evaluating, "no use" and "low after-use matching" will be processed separately: the first solves responsibility and time arrangement, the latter solves positioning and speech. Only the identification of the bottle hole, renewal fees discussions are based.
How to test value with small-scale experiments
Choose a product line, a target market and a customer category, create sample lists and make research-based contacts. Record effective companies, confirm roles, real responses and the next meeting. Compare whether the work process is more clear, not attributing a certain random transaction to a single tool.
Target Company and Key Role Research
Based on the product and customer image research target enterprises, then identify the business, technology and management roles related to purchases. Search conditions, business background and contact responsibilities can be arranged into a research card. The staff will help to get information with the organization, and real relevance judgment still requires a understanding of the product, industry and customer needs.
Dynamic Information and Communication Time
Deciding about the company's dynamics, personal changes and public content when it is suitable for contact. Contact first to prepare questions and evidence related to the other’s business, avoiding using only tools as a method to increase the number of shipping. The quantity of the message, dynamic reminders and visible range should be accurate with the actual display of this subscription.
From learning to practical operation.
More than 40 sub-course courses are used to help customers understand how Advanced enters everyday work. During the study, you can carry target markets, product data and existing customer samples, gradually complete list research, communicate preparation and follow-up review and evaluation. The list of courses, study periods and support methods are clearly confirmed in the membership program.