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When it comes to selling expensive products, especially in the B2B and IT sectors, customers usually need to be convinced that they are making the right choice. This task is solved by presale, a set of pre-sales activities that reveal the appeal of your product or service to your potential target audience in detail. Properly conducted preliminary communication with the buyer as part of presale significantly increases the likelihood of a successful outcome. In this article, we will take a closer look at what presale is, who is responsible for it, and what opportunities for your business and sales growth are offered by automated solutions from JediDesk.
What is presale?
To answer the question ‘what is presale’ in simple terms, it is a comprehensive study of the customer's requests and needs before selling them a product or service. At the presale stage, specialists thoroughly study the customer's request and develop a strategy that helps to best reveal the advantages of the product for a specific target audience.
The main tasks of presale include:
- comprehensive market analysis and identification of the potential target audience for a specific product;
- communication with the customer, clarification of their wishes and problems that they want to solve by purchasing a product or service;
- evaluation of the customer's request, selection of a personalised solution for their specific situation;
- preparing a customised offer for a specific person in the best presentation format — reports, graphs, presentations;
- rehearsing counter questions and objections from the customer, closing each of them by highlighting the benefits of the product;
- resolving technical issues with documentation, if required by the specifics of the transaction;
- final formalities, up to the drafting of the agreement and conclusion of the contract.
The ultimate goal of presale is to sell the customer goods or services in the most profitable way for the company, in a short time and without unnecessary effort.
There are also secondary benefits of presale: faster deal closing, minimisation of objections and follow-up questions about the product, and, in the long run, gaining a loyal customer who will come back to you to solve their problems.
Why do you need presale?
So, we've figured out what presale is. But why do you need presale?
- To increase the number of successfully closed deals
- To reduce the time spent interacting with customers
- To strengthen the company's image in the market
- To increase loyalty among the potential audience
- To prepare for objections and successfully handle them
- To stand out from competitors by paying attention to the customer
- To reduce the cost of subsequent communication with the customer
Who is a presale manager?
A presale manager is an expert in pre-sales preparation, usually (but not necessarily) in the field of information technology. They typically analyse the customer's brief, study their request in detail, prepare and present a personalised unique selling proposition (USP).
The pre-sales manager makes the USP so that it fully meets the needs of the specific person who has requested the product or service. The final stage of the pre-sales specialist's work is to address any objections to the USP and close the deal.
Who is a pre-sales engineer?
A pre-sales engineer is someone who spends more time on the technical aspects of a deal, but their goal is the same as that of a manager: to create a high-quality USP and attract potential customers.
Unlike a manager, an engineer does not necessarily need to have good advertising skills: they are responsible for the technical part of the product presentation, preparing graphs and accompanying documents. Often in companies, the positions of manager and pre-sales engineer are combined: one person handles the deal from A to Z, but the opposite is also true.
How presales helps increase conversion and trust
Presales is the best way to increase conversion and trust among your target audience, as the customer feels that you are attentive to their specific problem, rather than simply wanting to sell them your products and services.
The gradual work of a presales specialist to identify needs and create a personalised solution gives the customer a sense of confidence and understanding of the value of the offer, which ultimately increases the likelihood of a successful sale.
Presales and customer service via online chat
JediDesk proves that a presales specialist does not have to be a real person who needs to be paid a salary and constantly improve their skills. You can complete all presales tasks using automated products, such as online chats.
Ready-made AI solutions from JediDesk fully perform the work of top presale managers and engineers:
- build high-quality communication with the customer;
- deeply analyse their needs and pain points;
- form a list of the best products to close the request;
- send technical documentation to the customer for review;
- answer questions and handle objections.
You can entrust all pre-sales preparation to JediDesk chatbots. If the customer needs more information, simply switch to a manager and close the deal after high-quality pre-sales — quickly and easily.
In this article, we figured out what presales are, when they're needed, and who's responsible for them. You can check out JediDesk's offers to automate presales tasks in your company with maximum efficiency and minimal costs.
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