Welcome back! We are kicking off our Bitrix24 Partner Sales Course. And this is lesson one - "Identifying client needs".
Here you will learn how to establish effective client communication and work it all the way up to a successfully closed deal. This module consists of the following topics: 1. Course objectives and learning outcomes, 2.
Basic principles of client needs assessment, 3. Various types of customer pain points, 4. Getting to the bottom of a client problem, 5.
Addressing specific needs using Bitrix24 tools, and 6. Making a checklist. As you know, Bitrix24 is a huge product that features over 35 business tools.
Here are the ones we are going to be using to identify and satisfy the client needs: CRM, Tasks and Projects, Contact Center, Sites and Stores, Virtual office. You're also going to see a bunch of short videos we filmed to illustrate the typical cases of interacting with a client. It will be fun!
At the end of this Module you will have to take a test. This is an important part of the course since it will allow you to revise the material and hone your practical skills. Just remember: stay focused, concentrate on the learning process, and you will be doing just fine!
Before we proceed to the actual learning process, let's ask ourselves this question: why do you even have to identify the client needs? Here is a real-life example to illustrate this point. You've got a potential client on the hook and you're trying to sell them Bitrix24.
Obviously, there is a lot of presentation and explanation on your part as you are painting a perfect picture of Bitrix24, solving all your clients problems, but then you notice that the client is not really paying attention and eventually gets off the hook. Why? - The client was never interested in the first place.
You were pitching the wrong sale to the wrong person in the wrong way. And if you think there are too many "wrongs" in here, it is because they really are! Now let's sort them out.
The main problem is rather obvious: we are trying to offer a solution, not knowing what the problem is, and if there is a problem at all! Even experienced salesmen sometimes fall into this logical trap. "The product is good, it has a lot of useful features.
So, the client must be willing to buy it! " However, it turns out that most people are not looking for a product per se. They are looking for a way to solve their problems and achieve their goals.
It is what sometimes called - 'the pain points'. If you want to speak your customers language and get them hooked right away, you need to pinpoint the customer's pain point (Sounds cool! - Huh?
) and address it with a targeted solution. The rest will fall into place all by itself. So, how do we identify client needs?
- We start with proper research before meeting with a client, try to learn as much as you can about their company and their business. Then, use this information to understand what the main problem of your client is. Try to go deeper and see if you can find out what caused the problem and whether your client already tried to solve it.
If yes, what solution did the client try? Did it work? How much did it cost?
- these are just some of the questions you might ask. Once you're finished with all these preparations, you will be able to get on the same page with your client, which will make your sales pitch simply too good to ignore! After all, it's all about human connection.
Clients are not really clients - they're humans, believe it or not! And, like any other human, they want someone to understand their problems. If you can show them a way to solve those problems, then you've got a happy client, who certainly wouldn't mind paying you!
That's how good business is done. Now, the process of gathering information about your client - is another story, which we will cover in the greater detail in our next lesson called "Identifying client needs". That's it for now!
See you in the next video!
