Sales can be a difficult process, which often involves trying to sell to clients who in the end don’t have the need or the means to pay for your products. This leads to a lot of wasted time which could be prevented with a simple pre-sales survey. Instead of trying to sell the wrong products to the wrong customers, spend some time and effort into creating and sending a pre-sales survey! Read below to find out more:
1. What is a pre-sales survey?
A pre-sales survey is a survey which gives you the opportunity to collect valuable information about your leads. Thus, you can better grasp what their needs and wants are and what goal they are trying to achieve by using your product. In this way, you can easily see if you can help them accomplish their goals or if your product is wrong for them. In addition, you can see if their expectations are plausible and if they can afford your products. All this information will help you tremendously during the demo and the sales process.
Most importantly, a pre-sales survey will help your sales team to not waste time sending proposals to clients who are not interested, having demos with clients who can’t afford your products or talking to leads who will never become your clients. Instead, it will give you information on how to target the right customers better and how to convert your leads into clients.
2. Pros and cons of pre-sales surveys
Pre-sales surveys come mainly with advantages, some of which include:
- Easier lead identification process: a very high percentage of your leads might not even be suitable for your business. By using a pre-sales survey you can see which leads have potential and concentrate your time and effort on them
- Less preparation time: a pre-sales survey saves you the time to do extensive research about your potential customer’s needs and wants.
- Better targeting: by knowing your customer better, you can target them more precisely with offers which suit their needs and increase your chances of a sale.
A major con is that some possible leads might consider your pre-sales survey too pushy. After all, they might be reluctant to reveal such information before they have even had a call with you or seen you in person. To avoid this, make sure that you make the purpose of your survey clear and that you design it in a way which is straightforward, but not pushy.
3. How to use pre-sales surveys?
Tip #1: Use a pre-sales survey before your first meeting
The majority of salespeople research their customers before meeting them for the first time. However, this often takes a lot of time and effort. A pre-sales survey does that for you! In addition, you might discover information about them which might help you turn them from a lead to a client, so that you can start the meeting and emphasize the selling points which might be of interest to them.
Tip #2: Discover what challenges your leads are facing before the demo
A demo presents the biggest chance of closing the sale. However, how can you do so if you don’t know what challenges your lead is facing? Use your pre-sales survey to inquire about their current set-up and challenges, so that you can show them how to solve their issues with the help of your products. Once your lead sees the value in your products, the sale is in your hands!
Tip #3: Find out if you are talking to the right person
There’s nothing more disappointing that chasing a lead, just to realize that they are the wrong person. Finding out if your lead is the person who gets to make the final decision can save you a lot of wasted time! Therefore, use your pre-sales survey to find out if the person you are presenting to is the one who gets to say the final “yes”. To do so, inquire about their position in the company, their responsibilities and how involved they will be in the project.
In conclusion, those are some useful tips about why you should use a pre-sales survey. By using it, you can not only improve the number of your sales, but also the quality!