How can you use solution selling to improve your in-game advertising strategy?

1 Prospect for potential customers

The first step in solution selling is to identify and qualify potential customers who have a problem that your in-game advertising solution can solve. You can use various sources of information, such as industry reports, social media, online forums, and referrals, to find prospects who are interested in or already using in-game advertising. You can also use tools like CRM software, email marketing, and cold calling to reach out to them and generate interest. The goal of prospecting is to find out if the prospect has a budget, authority, need, and timeline (BANT) for your solution, and if they are willing to engage with you further.

2 Discover the customer's pain points and goals

The next step in solution selling is to conduct a discovery session with the customer, where you ask open-ended questions to uncover their pain points, goals, and needs. You want to understand what challenges they are facing with their current in-game advertising strategy, what results they are looking for, what criteria they use to evaluate solutions, and what obstacles they anticipate. You also want to build rapport and trust with the customer, by listening actively, showing empathy, and demonstrating your expertise and credibility. The goal of discovery is to establish a clear picture of the customer's situation and the value proposition of your solution.

3 Present a tailored solution

The third step in solution selling is to present a tailored solution that addresses the customer's pain points, goals, and needs. You can use various formats, such as demos, proposals, case studies, and testimonials, to showcase how your in-game advertising solution works, what benefits it offers, and how it differs from the competition. You also want to highlight how your solution fits the customer's budget, timeline, and expectations, and how it aligns with their vision and values. The goal of presenting is to persuade the customer that your solution is the best option for them and to overcome any objections or concerns they may have.

4 Close the deal

The final step in solution selling is to close the deal and secure the customer's commitment. You can use various techniques, such as trial closes, urgency, incentives, and referrals, to nudge the customer towards a positive decision. You also want to confirm the customer's satisfaction, address any remaining questions or issues, and provide clear next steps and follow-up actions. The goal of closing is to finalize the agreement, deliver the solution, and ensure the customer's success and satisfaction.

5 Nurture the relationship

The last step in solution selling is to nurture the relationship with the customer after the deal is closed. You can use various methods, such as feedback surveys, support calls, newsletters, and loyalty programs, to maintain contact with the customer, provide ongoing value, and encourage retention and referrals. You also want to monitor the customer's performance, satisfaction, and feedback, and identify any opportunities for upselling, cross-selling, or renewing. The goal of nurturing is to build a long-term partnership with the customer, increase their loyalty and advocacy, and generate more revenue and referrals.

6 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?