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It is ultimately up to you how you find your first trial. Experience highlights the best option is your customer base. With an existing relationship, offering a client a free trial of Evocon should be a relatively simple process.
The biggest value of Evocon lies in the usability and visualization of data. That is reflected by 90% of free trials converting into paying clients. Our customer satisfaction rate is very high and once a company has started using Evocon they rarely give up their subscription, in fact 85% of the time they come back to add more lines and expand their usage.
However, there are many OEE system providers on the market and convincing them that Evocon is the best, requires sales skills to reach them and gain their attention.
It can be challenging to start offering something completely new to your clients. Yet, if you have seen our product and understand the value that even a marginal improvement in OEE can bring to a factory, then you should already be confident in sharing our solution.
Based on our experience, after completing the first couple of installations, your confidence will improve and having personal references behind you will make it easier.
The following content provides ideas and best practices from Evocon internal sales team as well as our valued partners on how to find your first clients.
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<aside> ✅ The most important point for being successful in sales is having the belief that your solution will really benefit your clients. With this belief you can approach your customers and prospects with confidence that you are doing them a service. If you have any doubts, please contact your Partnership Manager.
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The ‘Cost of Sale’ to a new client is estimated to be 5-7 times more expensive than an existing client. Therefore, it makes sense to capitalize on your existing customer base/network.
As a first step, take a look through your customer base. With your prior experience of these accounts, which companies do you think would benefit from Evocon most? Then the important question, WHY?
With these thoughts in mind, speak to your contact and have a conversation along the lines of:
<aside> 💬 *“We have been looking into a new tool called Evocon. From what we have seen so far, it seems fantastic and we are thinking of becoming a reseller. During our research you came to mind. We think it would be a good solution for you because (insert the WHY).
They offer a free trial for a month. Would you be willing to try it out? Your opinion really matters and will help us make a decision as to whether we should partner with Evocon.”*
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The goal in the beginning should be to find a client where the installation would be straight forward, quick and brings the most value. Creating a memorable experience of Evocon being a plug n’ play solution and achieving quick results, will ensure that both you and the client will have a great start of the cooperation.
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“Start small, Grow tall”. At the beginning the focus should be on getting a few quick installations done in order to gain experience and more importantly, references. Smaller companies are easier to work with in the beginning because:
After connecting a few smaller or mid-sized companies/factories, it also gives you the advantage of knowing how to install a certain industry or production type. You can use this knowledge as an advantage and approach companies in the similar field or production. You will have both, the experience and references in the sector.
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**The most popular industries for Evocon in ranking order:
Others include;** Agricultural Supplies, Plastics, Cosmetics, Automotive, Printing Services, Furniture, Textiles, Paper Products, Medical Devices, Logistics, Healthcare, Musical Instruments
<aside> 💡 The best suited manufacturing is automated discrete production where we’re able to count single or batch units that are produced at a certain cycle time.
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The best people to approach are the ones who are directly affected by efficiency and productivity. Below is a list of our Ideal Buying Personas (IBP).
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You now understand the best Industry Type and Roles to Approach about Evocon. It is time to build a target list.
One of the fundamental tools for new business prospecting is LinkedIn Sales Navigator. With this you can quickly identify target contacts and quickly view their personal profiles to get an understanding of who you are getting in touch with.
Now you have found the right person, it makes sense to get their contact details and reach out to them personally. To help you get this information there are a wide variety of tools available for data enrichment (software that collects contact details).
Here are a few to consider:
If you are planning to only target new business for your Evocon pilot you should aim to build a list of a least 200 companies. This would be the minimum viable volume to achieve 1-2 converted sales.
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A sales sequence (also referred to as a Cadence) is a series of defined steps that convert a prospect to a customer.
Generating new business from cold outreach requires multiple contacts (touchpoints) with a potential buyer. It is typical to take between 6-8 touchpoints just to get a first meeting. It is important to keep this in mind as you begin to reach out to prospects as one email or one phone call will not yield your desired results.
Find an example sequence here - Finding Your First Client
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