At Enalyzer, we’ve continued our run at designing and developing survey concepts and applications that target very specific needs. We called these very targeted solutions for RelationsIntelligence concepts. The latest shot at this is our “CustomerMeetingRI” survey service that helps sales units to get a better grasp at their customer meeting performance.
One of the trickier aspects of customer meetings is the presenting company’s lack of feedback mechanisms. You simply don’t have any structured feedback that you can rely on. The sales representative’s impression of the meeting is far too often the only feedback you’ll ever hear.
“This kind of feedback is highly subjective and often fall victim to wishful thinking of the part of the sales rep. Even if the sales rep feedback was objective, it would still be highly unstructured. It becomes very difficult to aggregate the information.”
– Henrik Nielsen, Head of Analysis at Enalyzer A/S
The CustomerMeeting(RI) application turns the tables around. Feedback is “harvested” externally from the customer meeting attendees instead of the internal sales reps. Feedback also comes in the shape of highly structured data instead of unstructured verbal opinions.
Yes, a meeting evaluation is still subjective but with CustomerMeeting(RI) a presenting company now gets evaluations from those whose opinion matter the most – the customers. The customer meeting evaluation reports are delivered online, directly in the sales rep’s inbox.
The major benefit of the CustomerMeeting(RI) concept is that it greatly increases a sales unit’s chance of closing the deal - both on the short and the long term. The immediate feedback from each single customer meeting, including the client’s intention to buy and general perception of the presenting company, is valuable feedback that allows you to better align your further communication with the customer.
You might want to adjust the next meeting agenda based on this info, or change the sales proposal (and price). The feedback simply allows you position yourself better towards the needs of your customers.
“On the long term the aggregated feedback from all your meetings provides you with a bird’s view of your performance at customer meetings. If you in general get poor feedback on your ability to show up well-prepared or form clarity about the meeting’s agenda, then these are natural areas to start improving. Slowly adjusting the way you perform at customer meetings will, over time, increase your chances of closing the deal.”
- Jakob Roed Jakobsen, CEO at Enalyzer A/S.
The CustomerMeetingRI application is offered as a pure subscription-based service. The service pricing is very low and free of payment obligations such as start-up and cancellation fees. It is simply pay-as-you-go, from just a few dollars a month. By the way... you don't have to pay anything at all if you choose our free account.
If you find the CustomerMeetingRI service interesting, please take a closer look at relationsintelligence.com
