Ten top qualification questions for resellers

As Sales Manager of the reseller team at Pure360 I often talk to resellers who are after advice about the best way to sell email marketing software and SMS solutions.  Initially, it’s all about getting to know their client intentions and campaign specs, so it’s essential to ask the right questions in order to find out a prospect’s needs so they can be provided with the best possible solution.  Here are my ten top questions resellers can ask to help the email qualification process.  This way we can strengthen the reseller’s power as a digital marketing provider.

1) What is the objective of their email campaigns?
Is it click to buy? Click to enquire?  Or brand awareness?

2) What is most important to them?
System capabilities/analysis? expert advice? Cost-effectiveness?

3) How does email fit into their other marketing streams?
And fit with their company objectives?

4) When are they looking to send emails out?
Are they bulk campaigns or auto triggered emails based on dates?

5) What sort of data integration would optimise their processes?

6) How big is each data list?
How many thousand emails per month, and triggered emails?

7) How would they like to create the emails?
Do they have an inhouse designer or use an email editor tool?

8) Who will be using the system on a daily basis?

9) When do they need to send the next campaign?

10) Who else is involved in the decision process?

Similarly with SMS there are some questions resellers can ask to ensure they fully understand the needs of the client. This will enable resellers to provide relevant information dependent on what they are trying achieve.
Here are my top five questions:

1) What is the objective of the SMS campaign? (marketing/alerts/confirmations)

2) Which of the following options does the campaign cover?
- Sending SMS outbound from the company to recipient, for marketing purposes
- Sending SMS outbound from the company to recipient, for non-marketing purposes
- Sending SMS outbound from the company to the recipient and then receiving replies
- Inbound SMS from recipient to company, then automatically sending responses depending on content of inbound SMS

3) How big is their SMS database?

4) When do they need to send the next email campaign?

5) Who else is involved in their decision process?

I hope you found this useful, you can also check out our reseller guide for further help and advice.