Breaking through major customers

Copyright © 2012 BSI. All rights reserved.

1

Begin with the end in mind


Breaking Through Major Customers

By Gouri Ganti


3

“You are respons-able: able to choose your respons!”

Be proactive

3


4

Research

• Name of the company • Name of the Holding company• Check if the company’s name is in point global to know if BSI has delivered any

businesses before.**• Name of the Owner • Board/contact Numbers• Corporate Office address/(Offices in the city you are in)• What business is the customer into ?• What are the names of the different business customer into ?• Who are the key people within the organizations.• Source –Google , Wikipedia , company websites, articles about the company.

Customer Background

Note:** In case of existing customers check on the services provided and make a list of the

same.


5

Identify Need

• Challenges faced by the customers currently • Challenges due to change in regulatory requirement/Joint

ventures/new product launches /mergers acquisitions, change in top management etc.

• Challenges due to change in global economic structure.• Rapid Growth across geographies and challenges around

standardization. • Vendors requirements.• Source –Google , Wikipedia , company websites, articles

about the company, cold calls

How does BSI (products) address customers challenges /requirements ?


6

Think Win/win


7

Reaching out for the Call/Meeting • Working way out with secretaries/operators . Involve them in the process.• Ask specific timings when the concerned person would be available to speak..

Eg:“What time the morning meeting gets over? May I call back in the afternoon?• Get e-mail address and send mails.

Eg:“I will send you a brief mail introducing BSI and how we can be assistance in your certification journey, Please share it with Mr Singh”

• Set expectations :Agree on a time to for call back. Eg:“incase I do not hear from you by Tuesday , will call you back on Wednesday just

find out Mr Singh’s feedback about food management certification”• Always call back /follow up as per agreed timeline.• Ask to be put across the contact and mention you had called before with out repeating

yourself.• While speaking /e-mailing to the contact person briefly introduce yourself and mention

reason for calling and give reference to e-mail sent if any (giving out date and time of the mail sent helps the receiver locate the mail in his her mail box)

Usage of positive words like feedback , opinion, schedule, makes them feel comfortable to share details about your contacts availability


8

Reaching out for the Call/Meeting

• Understand the requirement of your contact, listen and empathize and give relevant suggestions. Eg:“I understand your property is new and has become operational only a month ago,

hence going for a 1 day awareness training on HACCP for your food handling staff will be good option for you at this point in time..”

• Ask for date and time to meet in person. Get specifics and give out the rough idea as how much time would you need for the meeting.Eg: “How about Wednesday sept 11th afternoon 3 pm for 20 minutes? ”

• Confirm the appointment, thank, and close the call .Apologize if you happen to call the contact in middle of another engagement.

Apologize if you happen to call the contact in middle of another engagement


9

Meeting Essentials

• 1. Call a day prior to the appointment and reconfirm the meeting*

• 2. Dress formally• 3. Brief your colleague (in case you have some one

accompanying you) • 4. Reach destination 5 to 10 mins in advance.• 5.Prepare and keep a plan readyOnce in the meeting :• 1. Exchange business cards• 2. Refer to the prior communication and give a brief intro on

BSI and the particular product that you are pitching.• Share PPT as required citing relevant examples• Let the customer speak and ask questions.• Capture customer requirement and agree on deliverables at

both end with a timeframe


10

Follow up & Closure

• Share proposal/quote /information as discussed via e-mail.• Follow up with a call meeting as required within a 4 to 6 days of

sharing the proposal • Negotiate and agree to the terms and conditions of the contract get

the necessary documents• Update SFDC.


11

Example:

Raheja Customer profile


12

Ready for take off ?

12

THANK YOU!

Breaking through major customers

Business

real estate

real estate

hotel management

business involvedinfra

business administration

key contributor

rights reserved

source google