A day with the Client Unit Manager

Today is a very special post for Meeting Dots. 

And it is because we are going to talk about a very important business unit and, in addition, we are going to tell you how we work with it. 

We are also going to talk about the different business units that exist, but we are going to focus on the customer unit of a B2B. 

Hold on because today you are going to spend a day with the Meeting Dots Customer Unit Manager. 

Stay tuned, there’s gold in this post. 

Let’s go!

First, what is a business unit and what types of units exist?

A business unit is an independent and autonomous entity within a particular company. Although it has its own mission and vision, each business unit of a company is also aligned with the company’s overall mission. 

Normally, companies decide to establish their business units because it allows them, thanks to the benefits provided by each of them, to generate expansion opportunities, better position products, the business organization is more effective and, finally, it helps them to better adapt to changes. 

As for the types of business units, we can mention the following:

• Customer unit: which oversees dealing directly with the potential and actual customer. In the case of Meeting Dots, for example, in our customer unit we are in charge of guiding them from the first contact to the end of the sales process of the prospecting service we offer.
• Product unit: this is created based on the different products that a company puts on the market.
• Service unit: in this case, different units are set up based on the different services provided by the company.
• Regional business unit: whose unit is established by the geographical area in which the customers are located.
• Innovations unit: usually focused on the technological area of the company when a product/service is purchased or created that improves its profitability.

Based on all this, let’s focus on Meeting Dots’ customer unit and how our Manager spends any given day in the office.

Now for the good part: this is how the Meeting Dots customer unit works

Our Manager prepares every day to serve potential and existing customers with brutal energy. 

Let’s focus on the process of arrival and first contact with a client “X”. 

When this client contacts us, already interested in the prospecting service we provide, we send him a set up with which we intend to focus the first phases of work and avoid wasting time. 

The setup is nothing more than a process, which should not last more than two weeks, and which includes a form in which we ask the client some very specific questions to focus the market, segmentation, clients, etc. 

We decided to generate this form because we realized that exchanging millions of emails with clients was not only a waste of time, but also that some emails ended up getting lost along the way. 

This way, in the setup, everything was gathered to take the first steps in a firm and efficient way. 

In this initial form, we ask the clients for a presentation of the company in .pdf format, including the value proposition for B2B, a success story, a list of companies they already work with and at least one testimonial that gives authority and confidence to potential customers.

At the end of the setup, the clients book the job, and we get down to work. 

This phase of the work is very important because it depends on whether we are aiming in the right direction, or we are shooting in the air without reaching the specific market that the client is looking for.

Thanks to the data we have requested at the beginning of the set up, we assimilate the list of decision makers shared by the client and complete it with equivalent positions, defining a list of 500 companies that Meeting Dots considers that meet the parameters and requirements that the client is looking for to close a meeting in a sales agreement. 

In other words, we define the Market Profile we are going to target.

The Manager guides the client through the whole process so that he/she does not get lost or have any doubts along the way.

Once the setup has been reviewed and the reservation has been made, we meet with the client to establish the work schedule for the next two weeks. 

Upon receiving all this material, the Manager coordinates the work of writing the email marketing sequences for the client in question, which usually includes 5 prospecting emails, assigning the team that will be dedicated exclusively to that account. 

Through these emails, and once they have been validated by the person who has contracted our services, we establish the first contacts with our client’s future clients.

Once we have the whole process under control, we meet with our client to do a kind of “dress rehearsal”. The objective is for the client to practice how he will sell his company in the next meetings with his potential clients. 

To make it easier, we write an objections notebook, in which we include the doubts or objections that we believe our client and his team may encounter in future meetings and we help him to solve them successfully.

Once all this is done, we buy a domain similar to the company’s and we create the email addresses with which we are going to prospect the market. In this way, the original domain of our client does not suffer variations in its scoring.

Afterwards, the client tells us what their work schedule is and we define the people with whom we will schedule future meetings with potential clients. 

At that moment… everything is ready to launch the campaign!

The Manager is always in permanent contact with both teams so that the process does not fail, and everything is as successful as we and our clients are looking for. 

Having full knowledge of how the B2B Customer Unit should work, knowing how to manage it and having defined work processes make life easier for customers and ourselves. 

Have you already defined how your customer unit should work? 

If you have any specific questions, we can certainly give you a hand. 

Write in comments all your questions and we will answer you in less time than you think. 

Comment below 😊