Professional Documents
Culture Documents
Mark Stuyt
Over 25 years of professional sales experience
Microsoft
SAP, PeopleSoft
Microsoft Programs
Office 365 Business Transformation Workshops Office 365/Microsoft Dynamics CRM Online
Our Focus.....
Communications
Introduction E-mail Engagement Opening Voicemail 2nd/3rd E-mails Alignment E-mail
E-mail Engagement
Call to action
Engagement Openings
Ineffective Opening
Good morning John, this is Peter Smith calling from Acme Systems, a gold certified Microsoft partner. I am following up on your Office 365 trial registration. Do you have some time to talk?
Effective Opening
Good morning John. This is Peter Smith calling from Acme Systems, following up on YOUR recent Office 365 trial request. Microsoft forwarded your contact information to us specifically because of our deep understanding of Professional Services Organizations. Do you have some time to share what led you to exploring a new e-mail system?
Effective Opening
Good morning John. This is Peter Smith calling from the Acme Systems on behalf of Microsoft, following up on your recent Office 365 information request. The purpose of my call today is to determine how I can be of assistance in support of your trial evaluation. Is now a good time to talk about what led you to explore a new e-mail system?
Voicemail Engagement
Voicemails
Tempo is too fast Always too long Sound bored, nervous, excited 92% of outbound call end in voicemail Senior executives seldom respond/reply Always preface a voicemail with an e-mail Less is more (20 seconds maximum)
Voicemails
Opening Line is critical!
Capture attention
Credentialing
How are you different?
Call to action
I will call you! Do not rush through the phone number
Ineffective Voicemail
Hi John , this is Peter Smith calling from Acme Systems, a gold certified Microsoft cloud partner, regarding your Office 365 online trial. Im calling to better understand your functional requirements as well as your role in the project. My number is XXX-XXX-XXXX, please return my call at your earliest convenience.
Effective Voicemail
Good morning John, this is Peter Smith calling from Acme Systems on behalf of Microsoft. The purpose of my call is to better understand your initiative so that I can forward you the appropriate trial support guide. (Optional) I would also like to share with you how some of our Professional Services clients have leveraged Microsoft Office 365 to improve project profitability and accelerate the onboarding of new consultants. I can be reached at (XXX) XXX-XXX, again thats Peter Smith from Acme Systems at (XXX) XXX-XXXX.
E-mail Rhythm
E-mail #1 Credentialing message (curiosity) E-mail #2 Value message (gain) E-mail #3 Closure message (fear of loss) 10 12 day cycle
Alignment E-mails
Alignment E-mail
Primary Business Driver Bill,
Thank you again for taking the time to share your business objectives and e-mail project goals with me today. What I took away from our conversation is that the primary challenges driving your project are:
Current ISP mail does not provide adequate archiving Shared company files are hard to locate and manage It is difficult to quickly onboard new consultants IT support is becoming increasingly complex and expensive Not all consultant smart phones and tablets can access company data
Alignment E-mail
Desired Capabilities Based on these challenges, you suggested that the primary capabilities you are looking for are:
Hosted (cloud) e-mail service that can add/subtract users as required Easy to manage structured internal file sharing Web conferencing Ability to share project documents and view consultant schedules Internal and external instant messaging to multiple devices types
Alignment E-mail
Anticipated Impact You suggested that with these capabilities your organization would:
Improve compliance and reduce business risk Improve estimating accuracy by 5% Experience same day consultant onboarding Avoid a capital investment in server infrastructure Improve consultant productivity and utilization by 3% Lower IT costs by 3%
Alignment E-mail
Next Steps I look forward to working together over the next 3-4 weeks to determine how Microsoft Office 365 can address your project objectives. The next steps in this process are:
Facilitating a mutual discovery session with John Smith. Completing, returning and reviewing our migration assessment Reviewing your Microsoft Office 365 trial experience Mutually determining if your organization would benefit from a Microsoft Office 365 solution demonstration.
Please confirm my understanding of our conversation, or clarify/add to what I have captured above, at your convenience.
Summary
Less is more. Every communication should stimulate curiosity, benefits (greed) or risk reduction (fear). Always focus on prospect value Experiment with new approaches