A recent case study

As part of the acceleration program, the startup came with a request, what should we do with sales?

Information about the companyThe team is developing a course placement platform and making its own courses. Makes more than 20 million rubles of revenue

3 channels for attracting customers+ Landing site (No sales)Where are they trying to attract traffic to + Outreach (20%)Using Linkedin Sales Navigator solutions, Contour Compass for segmentation of potential customers. Sending emails from warmed-up mailboxes. + Partners (70%)Companies that specialize in the sale of interactive equipment, mainly to educational institutions.Previously, we developed a sales channel through conferences and participation in various offline activities. Another 10% of sales go through personal acquaintances.

Judging by these statistics, the site - landing channel is clearly hurting.

We started to figure it outFirst of all, I asked you to tell me about the application processing process from Landos. It turned out that the application comes to the sales manager and he mechanically asks three questions: + What is your budget?+ The timing of the decision?+ What should I send you in the specifications?Still in place?

Well, then why is there a person in this process? It is not easier to set up a bot to work with such a script.

I suggested considering a few other options. And let's try to work with incoming applications for a week like a human being. What does it mean?

You will ask and try to get a person to talk, for example, with such questions:+ What is your task?+ Are you the initiator of the request or were you asked?+ How are things in education now?+ What have you been buying lately?+ Share your experience, and what generally works for quality education?

Etc.Your task, after the 1st contact, is to "sell the meeting", preferably with the LPR with a demonstration and a story about how your solution will help solve their problem.

A week has passed and the head of the sales department came with the first results.+ They began to open up and talk more about the real state of affairs in their organizations + Someone told about the plans for the admission of children + We began to receive more valuable information at the 1st contact

For the 2nd week, we took into consideration the preparation of a commercial offer. The situation is the same here. A faceless template, without a name, to whom we write, what we discussed and found out during communication. We are waiting for the results of the hypotheses.

Recommendations

+ Communicate with people as with people, and not just as with the subject of sales or the function performed

+ Find out personal and professional motives during negotiations+ In communications, you use a personal address (First name and Patronymic)