Chief competitive advantageNot enough to offer a nice featureMust be so special that people can't help talking about Third Light
Offer small steps
Reflect on how we worked togetherWhich Industry?What size?
Giving of time freely
Finding out Persona and responding accordingly
Can we set up your site for that 'use case'? We will make the Spaces you suggest and Light Theme it
Making it simple to understand if their Persona demands - respond according to need/personality
'Can I make you a 'how to' video?''You would like details of our Security, yes I will send those to you.'
Bringing in other stakeholders
'When would you like the next screen share?' 'Would you prefer that I visit in person'?
Send content to support and educate
Would you like our Business Case to save you time?How about a Case Study?Have you seen the Royal Albert Hall video?
Screen sharing together to say 'you are important to us'
Have you thought about how you will tag/share/download your assets?
Putting yourself in the prospects position
Problem? Why? Who? Where? What? How?
Using Marketing to build great content (Oooo and Megane with Industry specific Powerpoints)
Ready to land as customers?
Just one more question Roland
Contextualize trial sites and build in their use case to save them time. If necessary add 'how videos' and additional content to Admin Space. Make oneself available onhttps://appear.in/thirdlightcarol
The landing lights at Third Light
Focus on the people wecan truly give a positive result toAccept and move on if bad fit but try to be helpfuloil the referral engine
Now to the terminal with the Customer Success Team
Sprinkle a little more magic
Keeping their attentionNever leaving it too long to find a reason to get in touchAdd value in some way e.g. sending content Guide to Metadata...
Shall we prepare you a contract, how are you hosting, how much storage? 'Yes, you will get that straight away'
ResponsiveDe-Risk with site and as much time as they needTeam effort - involve Tech support, Dev, CS. Michael if requiredGenuine, Open with pricing
Simple remarkable difference which gives a competitive advantage. It's not enough to give a nice feature. This must be something so special that people can't help talking about Third Light. If the core difference doesn't stop and make people take notice we still have work to do.
The customers will talk about us and give referrals
I love working with Third Light
Thank you for listening
The real remarkable difference
Videos from Albert Hall/Southampton Football ClubCase Studies from Victoria University, Sixt, British Ports, Kelly Slater Wave
Image Attributions: (https://pixabay.com/photos/terminal-airport-terminal-airport-1210006/) - Free-Photos - License: Free for Most Commercial Use / No Attribution Required / See https://pixabay.com/service/license/ for what is not allowed
'There are no cover bands in the rock and roll hall of fame' Talk-able differences must be original, real and compelling. We have to be the company who are quick to contact, speedy in doing what we say we will do, customising their trial site, giving of our time for screen shares, pulling in colleagues who have expertise.