First Appointment First Appointment 1 st Appointment Objective

First Appointment

First Appointment 1 st Appointment Objective: Qualify opportunity for technical and business alignment, educate, motivate, and conduct discovery. Desired Outcome: Agreement to proceed with the ‘Rule of Two’ process. Names of key executives and department heads, commitment to discovery activities.

First Appointment Dos • Set the expectation with the customer as to what will happen during the meeting. • Stay focused on the process not selling a Net. Fortris solution. • Use the Agenda script and the ‘Rule of Twos script in their entirety. • Use the scripts every time. • Always end with the ‘Rule of Twos’. • Watch for verbal and non-verbal clues as to the customer’s style. • Wait for the answers to questions. • Schedule the next meeting.

First Appointment Don’ts • • Selling before it’s time. Going into too much detail selling features prior to understanding fully the customer’s environment, requirements and expectations. Trying to convince customer to go with a Net. Fortris solution too early in the process, selling comes in later steps. Approaching each customer in the same way. Formulating the Net. Fortris solution prior to completing the Discovery process. Getting caught in providing a ‘price or cost’ to the customer prior to understanding requirements. Taking too much time getting into Discovery details. Leaving without scheduling the next meeting.

Proposed Agenda • Agree on an available time. – ‘How much time do we have today? I want to make sure we respect that. ’ • Customer Discovery – ‘I would like to begin the meeting by asking a few questions to learn more about your business. ’ • Net. Fortris Overview – ‘Then, I would like to give you a brief overview of what Net. Fortris does, how we do it, and what we have done for companies like yours. ’ • Next Steps – ‘Finally, I would like to end the meeting by discussing what the next steps might be. ’ ‘Does this agenda make sense? ’

Reminder During the 1 st. Appointment, remember: • Introducing the customer to the ‘Rule of Two’ agreement and the resulting benefits must be expressed in terms of communication and productivity improvements, as well as hard dollar financial justification. • You are not ‘selling’ Net. Fortris, you and the customer are committing to a process/outcome. • Sell Consultatively!

“Rule of Two” Approach ‘I would like to describe a consultative process that I propose we jointly commit to. The process is designed, with your support, to determine the answer to Rule of Twos: 1) Is there a valid application for the Net. Fortris solution in your company? 2) If yes, how precisely will your company benefit? The benefit must be expressed in terms of communication and productivity improvements, as well as hard dollar financial justification.

“Rule of Two” Approach Our commitment is two-fold. First, we will expend the resources to collect and analyze the information, design a solution to meet the requirements, and provide a business case justification for implementing. If we find there is not a good application or that we can not financially justify it, we will tell you, stop the process and recommend that you not proceed with Net. Fortris If we do find good answers to the two questions, we will present our recommendation, including the justification, and ask for the goahead to proceed.

“Rule of Two” Approach In return we would like your commitment to three things: 1) Your support in getting access to people and information to collect requirements and build the business case. 2) Your support in scheduling a meeting with the key influencers and department heads that will be affected by our solution, to present our findings when we are finished, and… 3) Your commitment to a timely decision, yes or no, once we have presented our recommendations. In your opinion, do you feel this is a reasonable approach? ’

THANK YOU! training@netfortris. com www. netfortris. com 1 -888 -469 -5100