Email No. 1
Hello, ABC Solution Provider.
I had a productive call with the prospective client practitioner this morning.
After providing them with added industry insight regarding competitors in the market and understanding their decision-making process, here is what I know:
- Their priorities regarding a solution provider – feet on the ground presence regionally is important.
- They are not interested in simply getting good data; what they really want to measure is the provider’s expertise in anticipating potential challenges regarding political unrest, weather, etc. In short, everyone can provide data—even good, up-to-date data. What most can’t provide is intelligence beyond their technology.
- The providers with whom they are dealing and the additional providers they are interested in learning more about are attached.
Recognizing that this isn’t going to happen overnight, I now have a good idea as to what a potential solution provider needs to do to earn their business.
Two things – first, let’s schedule a call to review the key decision-making points that are important to them. Second, I am the primary contact source at this stage. What we don’t need to do is send them report samples, case studies, or “look at how great we are” content. Instead, we need to focus on what is critical to them in the way of service and information.
How does mid to later this week look for a 30-minute review call?
Best,
Jon
Email No. 2
Hello, XYZ Sales Professional.
Here is the spreadsheet you sent with your targeted accounts for the upcoming trip to Hoboken.
We will review the list this afternoon during our call. In the meantime, please look at the organizations on that list and let me know what you believe are their most pressing issues and where XYZ’s services and solutions come into play beyond generalizations.
Talk soon.
Jon
30
Procurement Insights
My emails to two solution providers
Posted on July 16, 2024
0
Email No. 1
Hello, ABC Solution Provider.
I had a productive call with the prospective client practitioner this morning.
After providing them with added industry insight regarding competitors in the market and understanding their decision-making process, here is what I know:
Recognizing that this isn’t going to happen overnight, I now have a good idea as to what a potential solution provider needs to do to earn their business.
Two things – first, let’s schedule a call to review the key decision-making points that are important to them. Second, I am the primary contact source at this stage. What we don’t need to do is send them report samples, case studies, or “look at how great we are” content. Instead, we need to focus on what is critical to them in the way of service and information.
How does mid to later this week look for a 30-minute review call?
Best,
Jon
Email No. 2
Hello, XYZ Sales Professional.
Here is the spreadsheet you sent with your targeted accounts for the upcoming trip to Hoboken.
We will review the list this afternoon during our call. In the meantime, please look at the organizations on that list and let me know what you believe are their most pressing issues and where XYZ’s services and solutions come into play beyond generalizations.
Talk soon.
Jon
30
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