Personas
You’re on a call with an HR rep at a medical center. What processes should you focus your questions around?
Training, policies and exclusion checks.
A prospect says they manage training in house. What can you ask to uncover a pain point?
When a new employee comes on board do you have to manually assign training or is it connected to your hr platform?
Why should a discovery question be broad and open-ended?
To avoid yes/no answers and uncover their current workflow.
A compliance officer has an LMS for training, a separate incident tool, and outsources risk assessments.
We have a web-based dashboard that centralizes all areas of your compliance program into one tool for things like your risk assessments, policies, training, vendor, and incident management. The whole idea is you have multiple platforms or manual processes. This will eliminate the need.
You’re on a call with a dental practice. What endorsement can you mention to establish trust and how do you say it?
We're the sole endorsed solution for the American Dental Association for HIPAA + OSHA
You’re speaking with a compliance officer at a hospice. What are the top 3 processes to pivot to?
You’re trying to qualify policy management. What’s the strongest question to surface pain?
Do you write out your policies or do you have a tool for that?
Why do we ask clarifying questions before pitching?
To better understand their process, build value and tie our pitch to their reality.
You find out an IT prospect does risk assessments manually on spreadsheets. What’s your pitch?
we’ve got a web-based dashboard that pulls all areas of your compliance program into one tool. It automates things like risk assessments, not only does it show the gaps in your program, but it also gives you the corrective action plans and automated timely reminders when it's due with documentation.
You’re speaking with a behavioral health practice. What association can you bring up to build rapport?
American Psychological Association or American Psychiatric association
You’re speaking to an IT lead at a physical therapy org. What process should you ask about and why?
risk assessments, they do it manually on spreadsheets.
A prospect says they conduct risk assessments manually. What do you ask next?
How do you come up with the corrective action plans?
Why does a prospect give a brushoff objection in the first 10 seconds
Because we're disrupting whatever they we're doing and they want to get back to it
An HR rep writes policies manually and trains in-house. What’s your pitch?
we’ve got a web-based dashboard that pulls all areas of your compliance program into one tool. Things like training and exclusion checks automated to your hr platform and templated policies tied to the federal regulation that you can edit in real time.
Youre speaking to a prospect in the orthopedic space. They are a small practice doing it manually, what can you say to build rapport?
We work with small orthopedic teams like yourselves all the time. theyve found a lot of benefits in using a centralized web based system, would you be open to taking a look?