1. Overview
  2. Sales Kit
  3. Sales Processes
  4. Initial Conversation Guide

Initial Conversation Guide

Initial Call Structure (20-30 minutes)

  1. Introduction (2-3 mins)
  2. Discovery Questions (10-15 mins)
  3. Solution Overview (5-7 mins)
  4. Next Steps (3-5 mins)

1️⃣ Opening Script

"Thank you for your interest in working with us. To ensure we provide the most suitable solution for your business, I'd like to ask you several questions. This will help us understand your needs better and create a tailored proposal. Is that okay with you?"

2️⃣ Discovery Questions

Business Background

  1. What industry are you in?
  2. How long have you been in business?
  3. What makes your business unique in your industry?
  4. Who are your target customers?
  5. Who are your main competitors?

Website Objectives

  1. What's the primary purpose of your website?

    • Lead generation
    • Corporate profile/authority
    • E-commerce
    • Information hub
    • Customer service portal

  2. What specific features do you need?

    • Contact forms
    • Booking system
    • Payment gateway
    • Member login
    • Blog section
    • Product catalog

Current Digital Presence

  1. Do you have an existing website? If yes:

    • What works well?
    • What needs improvement?
    • Why are you looking to change?

  2. How are you currently marketing your business?

    • Social media platforms used
    • Email marketing
    • Paid advertising
    • Content marketing

Goals and Metrics

  1. What are your specific business goals for:

    • Next 3 months?
    • Next 12 months?

  2. How will you measure the website's success?

    • Number of leads
    • Sales conversion
    • Visitor engagement
    • Brand awareness

Technical Requirements

  1. Do you have:
    • Existing brand guidelines?
    • Logo and marketing materials?
    • Content ready for the website?
    • Domain name registered?

Budget and Timeline

  1. When would you like to launch the new website?
  2. Are there any specific events or deadlines we should be aware of?
  3. Have you allocated a budget for this project?

3️⃣ Solution Overview Script

"Based on what you've shared, I believe we can help you achieve [specific goal] through [brief solution overview]. After our call, I'll send you:

  • Our company profile
  • Relevant portfolio examples
  • A detailed proposal and quotation
  • Website Solutions Guide showing possible features"

4️⃣ Call Wrap-Up

"Before we end the call:

  1. Are there any other requirements we haven't discussed?
  2. Who else will be involved in the decision-making process?
  3. What's the best way to follow up with you?"

Important Considerations for Sales Team

DO's:

  • Listen More Than Talk: Aim for 70% listening, 30% talking
  • Take Notes: Document specific requirements and concerns
  • Confirm Understanding: Repeat key points back to the client
  • Set Clear Next Steps: Timeline for proposal submission and follow-up

DON'T's:

  • Don't Quote Prices on the call without understanding full scope
  • Don't Make Assumptions about their technical knowledge
  • Don't Rush through questions to get to the proposal stage
  • Don't Oversell features they haven't expressed interest in

Post-Call Actions Checklist

  1. Update CRM with call notes
  2. Prepare and send:
    • Company profile
    • Relevant portfolio items
    • Website Solutions Guide
    • Proposal and quotation
  3. Schedule follow-up within 24 hours
  4. Set reminder for proposal follow-up

Red Flags to Watch For:

  • Unclear decision-making process
  • Unrealistic timeline expectations
  • Vague budget discussions
  • Lack of clear goals
Written by Daniel Last updated March 30, 2025
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