FAQ: What can I do with the information collected during the sales process?
As discussed in the previous post, your staff will have been briefed during telephone sales training and personal sales training to collect a large amount of information on each client’s needs and wants, including:
The sales process: which information get collected?
- The problem that we’re trying to solve
- What led the client to realise they had a problem
- The solution the client is seeking
- Events that may occur in the future and increase the urgency of the problem
- The client’s priorities
- The client’s criteria
- The client’s history with other solution providers
- The decision makers involved
- The deadline for the solution
- The client’s timing for their next step (usually the appointment).
In essence, each call and consultation becomes an opportunity to conduct customer research. This valuable information would take a lot of time and a large chunk of budget if collated by a market research company.
As well as gathering important information during the sales process about your customer base, asking these questions will also help to distinguish differences between prospects that convert and those that do not. Therefore the sales process becomes to an essential part of your structural management. This can aid you in deciding on which prospects to concentrate on in order to have the best chance of a successful sale.
The sales process: what can I do with the gathered information?
For marketers, the information collected during the sales process is also very useful for communication and product design. It is very important to know your customers well in order to create products and services that suit their needs, lifestyle, budget etc. The more calls you receive and the more information you gather from each client, you will begin to build a picture of your customer base and what is important to them. That’s the reason why both collecting and processing the information, mentioned above, is so essential.
As you continue to collect and collate data, you may begin to see seasonal variations, common linking factors and other patterns that will help you to understand your clients better as well as developing a more appropriate product. You will also be able to anticipate times when your product or service is likely to be in high demand and times when business is likely to be slow, which will enable you to plan accordingly.
Meet our Founders
Founder & Fractional CMO
Rod co-founded LiveseySolar and acts as a Fractional CMO for our customers. He’s on a mission to help transform the lives of 10,000 people with vision correction surgery by 2024. To achieve that, he inspires his customers to make confident decisions that will help 50,000 people take the first step towards vision correction.
LiveseySolar completely transformed the way we were approaching this… We’ve gone from having just the dream of having a practice to having a practice up and running with people making inquiries and booking for procedures… It’s extremely pleasing. We feel lucky we connected with LiveseySolar.
— Dr Matthew Russell, MBChB, FRANZCO, specialist ophthalmic surgeon and founder of VSON and OKKO
Founder & CEO
Laura Livesey is the co-founder & CEO of LiveseySolar. She has developed powerful refractive surgery marketing systems that increase patient volumes and profits for doctors, clinics, and hospitals, since 1997.
Rod and Laura know as much about marketing surgery to patients as I know about performing it. They are an expert in the field of laser eye surgery marketing. They know this industry inside out. I believe that they could help many companies in a variety of areas including marketing materials, sales training and marketing support for doctors.
— Prof. Dan Reinstein, MD MA FRSC DABO, founder of the London Vision Clinic, UK