Our 1st step to solutioning approach
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1. Identify customers experiencing a problem your product solves and offer them free help without mentioning your product. 2. Listen to understand their situation and potential solutions they've considered. 3. Have an open discussion where you explain your product and how it could address their problem and needs, while also outlining its limitations. 4. Work together to determine if your solution meets their requirements and if they trust you enough to try it. This builds understanding and bridges the gap between your product and how they perceive it could help them.
Our 1st step to solutioning approach
- 1. 1st step towards the customer….. by simply offering a HAND! 1
- 2. 2 You’ve made a product/service that you think will solve a problem You’ve identified a few prospects who you think face that problem You’ve sent them an email or called them to explain your solution They’re hesitant. They don’t trust you. You receive a rejection.
- 4. 4
- 5. 5 Your customer has to make a too big of a mind leap to get on the same page as you In your mind your product/service is only a signup page away from solving their problem In their mind they first have to understand your product in their context, get management approval, convince their team, evaluate the alternatives, think how it will affect existing processes, calculate the budget, determine your reliability, etc
- 6. 6 Synchronize. Share Filter and Deliver!
- 8. 8 Start by offering the most simple and basic help you can. Just a little piece of your entire product. Your product is a high-end bicycle? Offer them a little catalogue explaining what to look for when buying bicycles. Or a guide that helps people to look after bicycles. Offer it for free. No strings attached.
- 9. 9 THANKS! YOU SEEM LIKE NICE PEOPLE
- 10. 10 WHEN THE DOOR IS OPENED… ENTER!!
- 11. 11 The key is to build trust. Show them you understand they have a complex problem in their mind. Learning from their situation is your goal. Ask about the possible solutions they have already tried, or wish they could try. What would be their dream solution?
- 12. 12 NOW LEVEL WITH THEM!! "You’re facing that issue and think this might be the right solution. We’ve thought about that same issue and considered the following options. According to us this might be the best solution to that issue. It touches upon this, that and that point of your solution, but differs there, there and here. What do you think?"
- 13. 13 MEETING OF MINDS Together you come up with the solution. You explain what your product of service can and can’t. And what you can add or can’t. You also explain again why your product is the way it is and what considerations you’ve made. They decide if they think your solution is good enough. And if they trust you well enough to know best
- 14. 14 SUDDENLY THAT MIND LEAP IS NOT SO BIG ANYMORE
- 15. 15 To summarize: Identify customers who experience the problem you are trying to solve Offer them a helping hand for free (DON’T INTRODUCE YOUR PRODUCT JUST YET) Wait for the invite. And listen, listen, listen. Level with the customer. What’s their wish, what can you offer. Introduce your product.
- 16. 16 Regd Office: C9/9603, Vasant Kunj, New Delhi – 110070 (India) Phone: +91 11 26133160, +91 9650750888, +91 98109 58975 Email: vikram@ssesolutions.in | rana@ssesolutions.in SSE & Solutions Pvt Ltd