How do I build a plan that will show customers that I can meet their business needs?
Using the Evaluation Plan template for Microsoft Outlook 2003 with Business Contact Manager, you can create a plan that demonstrates your willingness and ability to meet your customer’s needs. An Evaluation Plan defines the deliverables and actions for both you and your customer as you collaborate on bringing the sales process to a close.
Because implementing an Evaluation Plan requires resources from your customer, reaching this phase is a good sign that the customer is willing to make a commitment to your product or services. The Evaluation Plan also includes a few points at which the customer can make a “go” or “no go” decision.
In order to create an Evaluation Plan, you will need to know:
- The events included in the entire sale process.
- Which events will incur costs to the customer.
- Potential alternatives for your clients requests.
- How much time is needed to present or demonstrate each event.
- How long a typical sales cycle takes.
Your Evaluation Plan might include such steps as:
- Holding interviews with stakeholders in the client’s organization to further underscore the value of your solution.
- Performing detailed surveys of systems and agreeing upon Success Criteria.
Assign dates to each event in your Evaluation Plan. A successful plan usually has a balance of buyer and seller activities. You may need to revise the plan a few times to reach consensus with your customer; the Evaluation Plan template will help you get started with that process.
Product/Service Evaluation Plan
Tip Track customer satisfaction with your product/service You might want to create Success Criteria as part of your Evaluation Plan. Once you’ve closed the sale, the Success Criteria will ensure that you’re delivering at each step of the way as promised.