Understanding the problem statement that requires a solution is the key to the entire sales cycle.
Not to be judgemental, but there are many who want to implement blockchain without the actual need for it. So how do you identify a problem they face that requires a blockchain solution?
A Workshop - this helps both the client and the company explore pain points. Plan the workshop with only the required stakeholders from both the sides and the end product is to find the problem statement(s) that need attending.
Check out our Blockchain Business Workshop for useful pointers and resources in how to organise this workshop.
Meet to Discuss
After understanding the initial requirements, there will be a series of meetings with a lot of different stakeholders to build the trust factor. Nothing builds it like a face-to-face meeting.
This point applies to any sales approach and not just blockchain. But, one additional benefit to have a face-to-face meeting in a blockchain pilot program is to explore all possibilities of blockchain implementation in the respective organization. A face-to-face meeting is as reliable as any NDA. The opposite party trusts your capabilities and work.
Another benefit of meeting in person is the speeding up of the process. There are higher chances of scoring a deal with the client than it going the other way around - so try it out and let me know how it worked out for you!
Proof Of Work:
Providing a proof of work. Everybody talks about implementing Blockchain and working with cryptocurrencies, but the question here is whether you can actually push to production.
You can do this with case studies, presentations and actual proof of the use cases you have worked with. It’s also always good to do quick POC of a core element of the solution.
The use cases will help in two ways,
- If there is any similar use case, it is easier to build trust that you can get the work done.
- By showcasing the ability to work with blockchain, you can hasten the deal acquiring process even if it is a new use case.
Proposing A Solution:
The way you propose the solution matters. After all the business talks are over, it is time to get fully technical. Sharing an architectural solution for the discussed problem or sharing a case study that is relatable to the requirements gathered will help in easing out the progress.
Briefing the client about the architecture gives a better idea of the solution. The architecture is what is also going to help in estimating the time of the project. Above all, Blockchain itself is more on architecture than on the coding side. What better way to explain a solution that diagrams and case studies that can be related to the problem being dealt with!
This is a companion discussion topic for the original entry at https://www.skcript.com/svr/ever-wondered-how-a-blockchain-pre-sales-meeting-looks-like-/