Market validation - how we work
Preparation & kickoff
- Sales oriented market segment description: Who will we call?
- How does the customer describe his need?
- Why will he buy our product to meet his need?
- Telemarketing script
- Sales presentation
- Assign roles and responsibilities
- Set the schedule
Customer calls & visits
- Telemarketing - get appointments
- Conversion rate
- Customer visits
- Grade each visit: A-B-C-D
- Why was the grade not higher?
- Likely to buy?
- Well qualified?
- Re-tune the presentation after every visit.
- Take detailed notes
- Instant call reports to all team members
Deliverable: Interim report
- Good news / bad news
- Preliminary recommendations
- Revised telemarketing script
- Revised sales presentation
- Call reports
Deliverable: Final report
- Market segments and size
- Recommendations & Action Plan
- Prospect qualification guidelines
- Marketing messages, USP
- Potential beta sites (for new products)
- Action plan for sales pipeline
- Data summary tables
- Call reports
Engagement structure
Contact us to discuss your needs.
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