Are you part of Sales, Marketing, Business Development or Revenue Operations (RevOps) team? Do you have ambitious objectives to contribute and support your business growth, but you are not alone when it comes to making final decisions?
If this is the case, we are here to help you. In this article, we will cover all the steps, techniques, knowledge, information you should have prepared when meeting and engaging with your top management and other internal stakeholders. And, by the time you finish reading this, you will not only be well equipped with strong information on potential benefits and value SpecialChem can bring to your business, but you will also be more advanced on your digital journey perspective.
Let’s go on with our step-by-step approach…
1. Get in touch and gather information:
Begin by reaching out to us and understanding our offerings, solutions, similar success stories, references. Identify how our expertise aligns with your company's goals and objectives and can help you reach them. Our experts are always here, happy to provide personalized support and advice.
2. Let’s identify your pain points and objectives together:
We always offer a free Digital Growth Ability Profile (Digital GAP) diagnostic, then our skilled experts design a custom program based on our diagnostic findings. This will help you clearly articulate the pain points or challenges your company is currently facing, and clearly define the gap as compared to your growth objectives. We will then link each pain point to your company's strategic objectives to demonstrate how a SpecialChem collaboration can contribute to achieving them.
From this point on, we advise that you start inviting your top management and other stakeholders to the table and to all our discussions. Your mission will be much easier when you engage every stakeholder and decision-maker in the early stages and this will ensure everyone is bought into the strategy and success metrics.
Engaging key stakeholders can be of great help. Identify who may have a vested interest in the collaboration and involve them in the decision-making process. Seek their support and involvement in presenting the case to top management. This could include peers and colleagues from R&D, sales, business development, marketing, operations, or procurement departments who can vouch for the potential benefits of working with SpecialChem.
3. Our custom program proposal is designed to become your strong business case
We will create together with you a solid business case that highlights your tailor-made potential benefits of collaborating with SpecialChem. This can include access to the broadest specialized audience – 9 Million buyers’ visits annually, access to knowledge with our SpecialChem Academy program, innovative digital solutions, cost savings, dedicated and personalized digital expert advice, etc.
According to your goals and needs, we adapt and develop a detailed plan that outlines how the collaboration with SpecialChem will be structured and implemented. This includes timelines, milestones, responsibilities, resource requirements, and expected outcomes. As a program team, we must demonstrate that you have thoroughly evaluated the feasibility and impact of this collaboration and that you are prepared to start, commit to all milestones, and manage it effectively. It is critical to understand that each party’s commitment to the plan is decisive for its success.
4. Highlight gaining competitive advantage:
Emphasize how collaborating with SpecialChem will give your company and business a competitive advantage in the market and support your digital and growth objectives. This could include rapid access to exclusive resources, cutting-edge technology, and reach into broadest global specialized audience. We will help you demonstrate how our collaboration can differentiate your company from competitors and give you the industry visibility you deserve.
The chemical industry is digitalizing fast, trend led especially by consumers, your customers. They are now searching online for the solutions they need and being present where they are and educate themselves can make the difference between being or not considered for future projects.
5. Address potential concerns:
Anticipate any concerns or objections your top management may have and prepare well-thought-out and data proven responses. This could include addressing issues related to cost, implementation, scalability, or the perceived risk of collaborating with an external organization. Provide evidence to mitigate these concerns and showcase the steps SpecialChem has taken to ensure a smooth collaboration process.
6. Always keep the communication channel open:
Each time you have the chance to meet with your top management, make sure you craft a well-structured and persuasive presentation on the program and collaboration with SpecialChem. Clearly articulate the pain points, objectives, benefits, and competitive advantage of collaborating with SpecialChem. Use compelling visuals, data, and real-world examples we always provide to make your case more impactful.
7. Anticipate questions and objections:
Be prepared to address questions, objections, and skepticism from top management during your presentation. Demonstrate your deep knowledge of the chemical industry fast digitalization and SpecialChem capabilities and strengths in the industry. Provide well-reasoned answers to reinforce the credibility of your proposal.
8. Follow up and provide additional information:
As mentioned above, always keep an open and straightforward communication with your top management with regards to any collaboration and program designed with SpecialChem. So, after each presentation, follow up with top management to address any outstanding questions or concerns. Offer to provide additional information, arrange meetings with us, or facilitate discussions to further explore the collaboration potential.
9. Focus on personalization:
It's critical to tailor your approach and messaging to your company's unique needs and culture. By thoroughly researching, sharing and building a strong program proposal together, and effectively communicating the potential benefits, you can increase your chances of convincing top management to start collaborating with SpecialChem.
SpecialChem is committed to supporting you in this direction as we create tailor-made approaches, and we strongly believe in sharing openly your current situations and objectives so we can help you grow your business and evolve in your digital transformation according to your priority needs and your own company culture.
10. Use the following unique points to clearly highlight how SpecialChem is different than your other channels:
- We are experts in specialty chemicals, marketing, digital, and influencing buyers
- We own the largest global community of plastics, additives, coatings, adhesives & cosmetics buyers
- We detect & predict buyer’s interest using artificial intelligence (AI)
- We quality score leads to identify which opportunities are “in-project” and “in-target”
- We track & measure results with real-time dashboards showing buyer engagement
- We use a Digital Growth Ability Profile (Digital GAP) to assess pain preventing you from reaching your growth objectives
- We custom design an “inbound/outbound Digital GAP-based program” to influence your buyers digitally
- We estimate the results for a program before we start to work together
- We support to pre-qualify your Marketing Qualified Leads (MQLs) and convert them to Sales Qualified Leads (SQLs) with call reports
- We create content to influence your buyers
- We have a client success team to execute your program, measure results & adapt the learning
- We have market intelligence programs to rapidly gather insights to shape value propositions and increase success for new product launches.
And always keep in mind, you are not alone. You can count on us at any time. This is what we do every day for our clients and we are proud to be considered as part of their teams and a strategic partner-leveraging. Use our cutting-edge technology and superior capabilities to grow your business. We look forward to joining you on your business growth and digitalization journey.
