Contents
- What is a pre-sale?
- Goals and objectives of the pre-sale
- Advantages of the pre-sale
- Pre-sale in various business models
- Stages of creating a pre-sale project
- Role of the pre-sale manager
What is a pre-sale?
A pre-sale is a comprehensive set of activities aimed at pre-sales preparation. It is an important preliminary stage of the sales process, during which the project is evaluated and a proposal is formed that is beneficial for both the client and the company. The main goal of the pre-sale is to convince the client of the advantages of cooperation, as well as to expedite the process of closing the deal and signing the contract.
During the pre-sale stage, the specialist actively seeks clients, establishes contact with them, identifies their problems, and offers appropriate solutions. Thus, the pre-sale becomes an integral part of successful business operations.
Goals and objectives of the pre-sale
Since the primary task of the pre-sale is to create conditions for the successful sale of a product and the closing of a deal, all actions are directed towards achieving this goal. Key tasks of the pre-sale include:
- Market research and finding potential clients;
- Identifying the client's "pain points";
- Assessing the complexity of the project and the feasibility of its implementation;
- Developing a tailored solution for the specific client;
- Formulating the project cost considering the technical specifications;
- Presenting the solution to the client and addressing objections;
- Preparing the necessary technical documentation;
- Supporting the deal at all stages until the contract is signed.
Advantages of the pre-sale
A well-organized pre-sale process offers the company numerous advantages. It helps increase sales efficiency, the number of closed deals, and the average transaction value. Additionally, the pre-sale allows for:
- Improving the company's reputation;
- Accelerating sales pace, reducing the time needed to close a deal;
- Increasing potential client loyalty;
- Managing risks that arise during cooperation;
- Standing out among competitors who do not pay enough attention to pre-sales preparation;
- Reducing costs due to clear organization of the process.
Pre-sale in various business models
The pre-sale is actively used in different fields and business models, such as B2B and B2C.
B2B
In the B2B segment, the pre-sale is a mandatory stage for selling expensive and high-tech products. Clients need to understand the technical details related to the purchase and use of the product, as well as its support. The pre-sale manager prepares estimates and technical documentation, helping the client understand the full cost of project implementation.
B2C
In the B2C segment, the pre-sale also plays an important role, especially when selling expensive items such as real estate or business-class cars. Pre-sale managers can attract attention to products even at the stage of their creation, using various marketing strategies. Additionally, the pre-sale is relevant in industries such as event planning, where preparations begin long before the actual date of the event.
Stages of creating a pre-sale project
Creating a pre-sale project often represents an individual process that depends on the client's needs. However, the general algorithm includes the following steps:
- Identifying the client's problems and organizing a meeting;
- Formulating the goals and objectives of the project;
- Calculating timelines and budget for implementation;
- Presenting the completed solution to the client, highlighting its advantages.
Role of the pre-sale manager
Not every company has a separate pre-sale manager, and often these functions are performed by a sales department employee. The main distinction is that the pre-sale manager possesses in-depth knowledge about the product and is capable of competently answering client questions. After discussing the technical details, they hand over the client to the sales manager for contract signing.
Thus, pre-sale and sales are important aspects of a successful business that help establish effective interaction with clients and ensure stable company growth.