Once we know our opponents, we need to think about what role we should play to communicate with them to get the best results.
Select relevant positions according to the usage email list scenarios of competing products. For example, if you want to study the software for school recruitment and examination, you can play the role of HR; if you want to study the invoicing system, you can play the role of purchasing staff; if you want to study the CRM system, you can play the role of sales staff.
2) Working years
It cannot be a very senior person. For example, it is impossible for the personnel manager to study which recruitment software the company uses. This kind of thing is done by the recruiters below. They analyze the advantages and disadvantages, and then the personnel manager decides; It can't be an intern or a newly hired person, because these people don't even know the company's business, and they can't communicate effectively with the pre-sales.
If you use the above two identities, it is likely to arouse the vigilance of the pre-sales staff.
The best positioning is a newcomer who has been on the job for 1-2 years . This identity will have two auras:
The other party has a good tolerance for us: if there is a loophole in the communication, it can be said that I have mainly focused on other businesses in the past, and I am not familiar with this business, or generously admit that I am wrong, which is relatively more credible. .
No decision-making power: leadership can be used as a shield. For example, the background can be said that our company wants to change a ERP software, and now there is a problem with XX, the leader asked me to study other software; There is a chance to get in touch again.
3. Choose a business - moderate is better
Generally, B-end products serve enterprises. Before communicating with pre-sales personnel, we need to find a suitable enterprise to endorse our identity.
1) Main business
Select the main business enterprise based on the industry solutions of the competing products. For example, when researching TMS software, you should choose a company with logistics and transportation, rather than a terminal sales company.
2) Business location
Since the pre-sales personnel will be allocated according to the location of the customer, if you are not worried that the purpose of the pre-sales personnel’s door-to-door visit will be “disclosed”, you can find a local company, otherwise, you should find a company far away from competing companies, branches and offices to avoid offline contact.
3) Enterprise scale
Large enterprises have large goals and many contacts, so they are not suitable for selection. Neither is a business with too few people, and it's not big enough to have to rely on software to improve efficiency. Therefore, it is best to choose a company that is not well-known and has a moderate number of endorsements.
PS: You can search for related companies in Qichacha, Baidu, BOSS Zhipin and other channels.