2 — How can perfect pre-sales moments lead to delightful post-sales moments?

It is often a question of concern, which approach is better — pre-sales moments or post-sales moments?

Pre-sales and post-sales experience are as critical as purchase experience for a complete and memorable customer experience.

Moreover, perfectly designed pre-sales moments can help to create delightful post-sales moments and vice versa.

It’s like an end-to-end connection that combines the entire sales process in a thread that goes on in a perfect loop. Confused? Don’t worry, we shall discuss this in detail.

Meanwhile, let’s begin by knowing the actual work that is involved in the pre-sales phase!

Purpose of Pre-sales

Pre-sales moments are like trailers of the bigger picture. For getting your customers’ attention, you need to attract them and keep them engaged. That requires information. Your sales team needs meaningful information about the prospect to make a better pitch. Similarly, the prospect must be facilitated with sufficient information about the product to progress in their buying journey.

In a nutshell, pre-sales moments include activities like:

• Prospecting and Lead Qualification: finding the right prospects is very important. According to Marcwayshak, 50% of prospects are generally not a good fit for your product. This means 50% of your sales efforts go in-vain.
• Research: to gather information, pre-sales moments also include the task of researching the products and the customers.
• Customer Interaction: to create product awareness, it is necessary to connect and engage with the customers. According to HubSpot, 19% of customers prefer to connect with a salesperson when learning about the product for the first time.
• Identifying Customer Pain-points: assistance needs to be provided throughout the sales process for understanding Customer Pain-points.
• Creating a Unique Sales Proposition: all this will help to create unique customized propositions for selling products to different buyers, ultimately creating personalization.

A journey from Pre-sales to Post-sales — Here’s How?

Each pre-sales activity has a likely impact on post-sales:

• Prospecting helps to create filtered prospects that engage better. This increases the chances of converting prospects to qualified leads.
• According to Gong Labs research, customers discuss an average of 3–4 pain-points in the discovery calls of the pre-sales moments. This can be used by salespersons to leverage the customer problems and highlight features for product sale.
• Research data from pre-sales help to follow-up in post-sales.
• A good pre-sales interaction breaks the ice for a smooth purchase and makes customers comfortable to ask out for post-sales assistance.
• Personalization of propositions increases the chance of closing the deal and building relationships.

Pre-sales moments can thus set a level ground for post-sales efforts. Intertwining and integrating the two phases is logical, practical, and better for the entire sales process.

Pre-sales is a predecessor for post-sales. But can the same be held for post-sales moments?

You shall find out in our next article!