Pre-sales is a methodology that allows greater integration between sales and marketing. Strategies are adopted that guide the consumer to be prepared to buy your product and/or service. This process is new and has been changing companies' focus: from consumers who are already determined to those who are not yet. The goal is to prepare them and make them ready for purchase so that the company has access to a new audience that previously went unnoticed.
Therefore, Nimbus BPOs’ strategies of Pre-sale Services in Delhi NCR are not focused on offering products and services but on attracting customers who, in the future, will be addressed by the sales team. But how do we to make this customer acquisition?
To understand the differences that separate presale, sale, and post-sale, it is necessary to understand a concept widely used in the commercial field: the sales funnel. The sales funnel a strategic model that shows in a practical and didactic way the buying process of your client, from the first contact with the company to the sale, and in many cases, after it.
The sales funnel is a visual representation of the steps that the consumer follows until the act of purchase. There are three stages of the total, divided into top, middle, and bottom.
The top of the funnel:
This is the stage of consciousness. Until then, the customer was not aware of the need to buy a particular product or service. However, when he contacted your company, he became aware of this demand and considered possible solutions.
The middle of the funnel:
The moment the consumer identifies a problem and begins looking for solutions, they move on to the funnel's next stage, the middle. The consumer has done a lot of research on the subject and is aware that they need that must be remedied, but they still do not know-how.
Therefore, you are considering your options before making a decision. We usually deal with leads or potential clients at this stage, people who have already interacted with your brand somehow and have provided them with information in exchange for access to some content.
The funnel bottom:
The individual at the bottom of the funnel already knows the problem and understands that the solution lies in purchasing a product or service contract. So you are ready to be approached by a salesperson.
What is the difference between presale and sale?
Now that you know the sales funnel and have understood all the stages that lead a person to acquire a product or service, it is easy to separate the presale from the sale. Sales strategies cover only leads that are already at the bottom of the funnel, while presales strategies include those at the top and the middle.
For a salesperson to effectively contact an individual, they must already take some steps, such as recognizing their demand and interacting with your company. Otherwise, the salesperson would have to try much harder and still not get the best possible results.
Presales in practice:
Now that we have made it clear what presale is, it's time to get down to business and start using it in practice! There are some essential factors that need to be developed in a successful presale strategy.
It is a priority task of a pre-sales team; prospecting for clients must be done with great care and attention to ensure that the right people are contacted with the most appropriate and effective strategies.
Therefore, it is important that, based on sales experiences, criteria are created for qualifying leads. These should only be those in which the company sees a specific immature potential developed later. Good prospecting will translate into increased sales as the salespeople's focus will be on the right people.
Do the conversion:
The end of the presales job, and the beginning of the sales job, occurs when the company achieves customer satisfaction and that person "converts."
The conversion can have different meanings within each branch and company. If the goal is to sell a product, the conversion can occur when the protagonist organizes a meeting with the sales representative. If it is closing a service package, it may be when the lead is ready to receive a proposal.
Here at Nimbus BPO, we understand that the attention to the customer is one of the essential pillars of the presale. During the process of pre-sale services in Delhi NCR, you will be dealing with people who can become customers but are still researching and thinking about the best solution. Therefore, at this stage, it is essential that your company stands out and offers differentials so that when exploring the subject, they see you as a reference.
A simple and effective strategy that will be a differential for your company is to offer good customer service. Facilitating the consumer's life and doing it with sympathy and joy, and giving credibility to your company helps to retain customers and generate performance. To do this, your company can adopt our personalized assistance strategies. Several platforms can help you in this process.