The Perfect Match

You do not ask, some people get married, your first date, right » Of course not. You want to create and foster relations and put forward to improve your chance to get a "yes" when you do finally pop the question.

Similarly, as a Microsoft partner, you must first establish a solid relationship with potential customers Before, you can expect them to say "yes" to your sales proposal.

before they will accept your offer of And the prospects must clearly understand what they will receive from your choice of the company and its products or services. What they need, I believe that your marketing will help them achieve their goals, they have to trust your company to fulfill its commitments.

to this point, need to make the right offer or request to action at every stage, the purchase process , From understanding and investigation to consider buying.

For example, if you have identified potential customers - let us call it the "first date" The stage, the sales cycle - you want to provide educational materials, such as case studies, white papers, how-to articles, and decided - manufacturers package. At this point, prospects are not ready to meet with the sales - but they are satisfied with requests for information, they may use the decision-making.

"the date in the" stage, to provide self-assessment tools, such as online discussion and technical White Paper Will. Such materials and briefings, the need for more time and energy from potential customers, but they also become more closely linked to the specific circumstances of each prospect, which would help with the construction of the relationship.

When you know each other well, its time to provide or request to move the prospects for action Your choice. For example: inviting them to participate in full-time seminars, in-depth implementation details. This presentation or provide low-cost or free of the needs assessment. Or ask your sales staff to meet the decision makers, customized recommendations, or pricing.

1 more possibilities, ready to buy this stage: to consider the "Buy Now" transactions Offer discounts or additional products or services bundled with a lower cost.

If you do not know where prospects are in their buying cycle » In such circumstances, to make appropriate concessions, for each stage, and let the people choose what they want.

you think, construction, the award-winning sales prospects, keep in mind these points about Provided, and calls for action: they must really attractive. Is to provide the best education to help people make good purchasing decisions. Heading contain phrases such as "How to ..." or "10¡­¡­" is often the most effective.

they must make the purchase process forward. This requires direct (good) to solve your potential customers questions and concerns.

they should be "self-qualification" of people, in addition to a qualified prospect, is really interested in a White Paper on your companys solutions » On the other hand, many people, including some people will never become qualified, sales ready leads - will be happy to accept the offer with the freebie such as MP3 players or digital photo frame.

So how do you put together the provision and called for action » use what you get. Review your existing information and re-packaging or update it as needed.

lean on Microsoft. Visit partner portal and search of the White Paper, analytical reports, brochures, evaluation guides and other materials, you can use.

you combine the resources, and Microsofts. For example, to include information from Microsoft Newsletter to your own proposal to create an interesting, the sale of a custom.

decision-making powers provided at the right time, you can still have a long way to go, Help guide the future, through the stage of their buying cycle. On the road ahead, you will establish a strong and valuable relationship will last for many years to come.