Questions

We are service entrepreneurs. With our service we want to support sales reps. We want to make them more efficient during the customer acquisition phase. One focus of our service is to provide direct contact details (mobile no, direct extension) of decision makers at prospects. Thus, sales reps are able to talk to decision makers directly without the need of convincing gatekeepers (operators, assistants). This saves a lot of time. However, recently we found an app which can be connected to LinkedIn and it will show the direct contact details of contacts. However, the tool is not 100% accurate. Our core question is which services we can add which can not be automated through tools and will provide our customers an added value during the new customer acquisition process.

While a direct phone number is helpful in terms of getting to talk to who you want to talk to, even more valuable is a 'warm intro' from someone that the person knows. Warm introductions depend on a personal relationship with someone, so that kind of service can't be as easily automated and would be extremely valuable. Because it would inherently be impossible to effectively pull off for the long term at a large scale, you'd have to charge a lot for that service though.

One possible way to make it more scalable is to have a lower priced option which involves a warm intro to a gatekeeper, instead of the final target. Gatekeepers might be easier to befriend, and might even be open to helping occasionally in exchange for a cut of your revenue.

I have several ideas on how you could pull this off in a psuedo-automated way, that would let you quickly implement the idea in a low cost way. If you'd like to discuss it further let me know,

best,

Lee


Answered 3 years ago

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