User Experience for SalesPitch™

User Experience for SalesPitch™

The following is an experience with SalesPitch™ that illustrates the features of this service in the daily work of sales persons:

Field of usage:
Selling in the field at doors

Formats used by the company:
The sales persons (SP) of this business kept written records of customer registrations and every evening handed these papers to her manager. If the SP wanted a copy for herself she had to fill out a second sheet or take notes separately. For those prospects not at home but with someone there who gave a phone number to follow up, the SP kept double records as well - one on the street sheets of the company and one for herself respectively. This double record method was simplified by using SalesPitch™.

Initial Sales Calls:
There are two kinds of initial sales calls a SP is doing with this system: a) for completed sales the client's name, his phone number, the confirmation number and anything remarkable from the sales conversation is recorded. b) for those where the decision maker isn't at home, just leaving or otherwise unavailable but the phone number is given, the prospect's name, phone number and any information useful to recall the meeting is recorded for the follow up call to the prospect later on. Each of these recordings (initial sales reports) triggers a sales cycle - the complete record from initial call and all follow ups to a final "yes" (sale) or "no" (no sale) result.

Follow up calls for the done deals:
In preparation for the follow up call on done deals, the SP telephones the server with the results of her goal achieved. Her remarks are the immediate identifier at the beginning of her next automatically delivered follow up reminder call. At that time the SalesPitch™ telephone server connects the SP to her prospect. She "only" asks about the status of the confirmation letter, if all is understood, and requests a referral. In most cases this is the final follow up call, closing the sales cycle.

Follow up calls without a sale:
These follow up calls are mostly set to trigger the interest of the prospect, explain the material needed to qualify him and set another call date for the call to register him in a conference call with the registration agency. It normally takes two FU calls to complete a deal. The manager initiates the conference call after the SP receives a SMS text message announcing the next FU call.

Results:
This systematic and complete follow up method gave SP access to a target group hitherto untouched - the late shift workers leaving for home about noon. Registrations increased by 28 percent on average.

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Cutlass Inc