Start - Business Model performant, Business Plan convaincant - 1re - 51

Mail de demande de mise en relation :
Bonjour,
Je suis en train de travailler sur une nouvelle offre et, dans ce cadre, j'aimerais réaliser de courtes interviews téléphoniques (15 minutes environ) de
[personnes dans votre cible] et [qui ont le problème que vous adressez].
C'est un secteur que vous connaissez bien. J'ai pensé que vous connaîtriez
peut-être quelqu'un qui serait susceptible de répondre à mes questions. Si
oui, accepteriez-vous de me mettre en relation ?
Une fois que vous avez identifié les personnes et qu'elles acceptent, il ne vous
reste plus qu'à les interroger. Pensez à vous préparer en amont car les retours
peuvent être rapides. Il m'est arrivé d'être contactée dans les 5 minutes de
mon appel.

,,Mener

un entretien

Les interviews consistent à aller à la rencontre de vos futurs clients pour
comprendre quels sont leurs besoins, comment ils les expriment et optimiser
votre produit pour qu'il soit le plus en phase possible avec leurs attentes.
Vous pouvez faire ces interviews de la façon Vos futurs clients vont vous donner
qui vous convient : en face-à-face autour des informations indispensables
d'un déjeuner, d'un café ou encore par pour bien penser vos offres, votre
téléphone ou Skype. L'essentiel est de les communication et attaquer votre
réaliser ! L'objectif de ces entretiens n'est marché.
pas d'expliquer votre produit et comment
il va révolutionner la vie de votre client mais plutôt d'entendre ce qu'il a à vous
dire. Pour y parvenir, ce ne sont donc pas vos compétences commerciales que
vous allez devoir mettre en exergue mais bien vos capacités d'écoute.
J'utilise beaucoup la technique de l'interview client lorsque je développe de
nouvelles offres. Cela me permet de mieux identifier les préoccupations des

Les clients : clés de votre succès

51



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