SOP
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Qualifying Prospects
We use the BANT framework for basic customer qualification. Try to make sure that during the qualification stage, you get to these answers:
    1.
    B = Budget
    2.
    A = Authority
    3.
    N = Need
    4.
    T = Timeframe

Target Customer Base

We have a few key targets
    Well funded fast growing startups that have large requirements in business processes, branding, and technology.
    Established businesses that are looking to modernize their organization and improve efficiency.

Giving Work to Prospects

If we are seeking vendors for particular work, and a current prospect offers the service, we should prioritize them in our RFP if they are a good match.

Questions to Ask

    When is the last time you made a similar purchase?
      How long did the purchase take?
    What are the key factors in your buying decision? Price, experience, quality, speed?
    When is your go-live date?
    Ideas on budgets
    What is your role and what do you do?
    What led you to look at us?
    What are you using now?
    What problems are you looking to solve?
    If these problems are not solved, what happens?
    What tools are you using in your stack?
    What issues are you experiencing in any of these areas?
    Where is this interest/initiative coming from?
    What is the timing to purchase?
    What are the requirements you have for this project?
    Do you have a budget allocated to a solution?
Last modified 3yr ago