Implementing "an unrefuseable offer" 1st Visit

[petert]

Today, many businesses are market constrained. Having a process to engage new prospects, in a way that will result in a sale is a challenge. Here is a process that we as ViAGO, have implemented to find new customers to implement process improvement technologies. The First Visit.

We set aside a 5 day block and we rang our database of contacts (preferably the owner) to set up a 30 minute meeting with about 20 prospects. The purpose of the meeting was to find out how the current economic conditions are affecting the owner and the business. We found that many people were receptive to meeting us and to share their opinions. The GOLDEN RULE was let the customer talk, no sales pitch, no brochure, just listen. We have two ears and one mouth, so use them in that ratio!! We took notes, looking for undesirable effects. We promised to return in a couple of weeks, and share the generic picture of what most people said.

i have attached some notes re the 1st Visit.

[petert]

Implementing the 2nd Visit.

the key for this meeting is to have prospect engagement, and for the prospect to have ownership of his problem and to be engaged in any conversation as to possibility, rather than defensive, "that will not work here because..."

I have attached two files.

1. the transitions needed to be caused in the second meeting
2. the UDE List and the causality diagram that was used. (this is specific to the visits made, this cannot be copied for your visit, but the process can be)

NB this full process can be validly repeated every 6 months, as conditions do change and people will wish to share an opinion.

so, 20 1st visits a month and 20 2nd visits a month with a prediction of new work or opportunities for new work.

have a go

[snahita]

You mention UDEs. What are those?

[petert]

Undesireable Effects (UDE's)

these are the result of something, an effect, it is something you can see, and it must be negative.
a negative effect is caused by something.

see the attached file, acknowledged from Goldratt Schools

so, these are UDE's
we do not have enough orders
turnaround times are too long
rework is too high
our plans keep changing

but
my shirt is yellow
the sun shone today
we filled all our orders today
our efficiencies are high
our people are happy
are NOT UDE's

[jamesviago]

Also see Graham Scott's recent post in this forum - follow his marketing project live as he implements a new unrefusable offer...