Software-As-A-Service Demand Generation : Engage in a Web Conversation (5/7)

You have chosen and defined the personna of a Single Customer you would like to attract.
You have found that single customer online.
You have answered one burning question that single customer asks.
You have made a landing page where you speak as the customer listens.

You must now engage in a web conversation which will drive that customer through your pre-sales process.
Remember that you speak with a web-centric customer, but that not all of them are pure web-centrics and so some of them would need either a live chat, or a phone call-back with someone during that engaged conversation.

The focus if to keep the customer's focus on your offer, and use impression-selling techniques to let him/her learn :

• the key and differenciating benefits of your solution;
• a price per user per month which will filter those customers seeking for a free AND great solution;
• all the informations which could prevent the customer to keep going;

You must engage the customer's trust so that he/she will enventually go to the next step.