Mobiz

4. Solution Fit, Value Proposition | Qualification and Discovery Questions

How to qualify potential opportunities for Mobiz Solutions (Classic & SMB [Smart] )

Article7 min readUpdated Feb 22, 2025View source ↗

  1. Solution Fit Qualification Questions

1.1. Qualification Questions

  • Do you have a mobile contactable database in place, and if so, what size?

  • How many campaigns would you send monthly?

  • What kind of campaigns would you be interested in using Mobiz for?

  • Do you currently run email or SMS marketing?

  • How many sub-accounts would you require?

  • Do you have a team to support building and executing campaigns?

  • Are there any specific requirements you're looking for in terms of features of SMS Marketing?

1.2. Classic Questions and Qualification (WIP)

Qualification Questions:

1. Do you have a mobile contactable database in place, and if so, what size?

2. How many campaigns would you send monthly?

3. What kind of campaigns would you be interested in using Mobiz for?

4. Do you currently run email or SMS marketing?

5. How many sub-accounts would you require?

6. Are there any specific requirements you're looking for in terms of features of SMS Marketing?

  • Who should buy Mobiz Classic?

    1. Size: Agency/Enterprise

    2. SMS Volumes = >

    3. Require sub-accounts/brands

    4. Have a team to manage campaigns

    5. Require more comprehensive features such as:

    • Conditioning

    • Automation

    • Triggering

    • Payment Partners

    • Security link for authentification

    • ...

  • Product Packages & Services

  • Onboarding & Support

  • Product Features & Value

  • Use Cases by Industry

  • Scenario Selling

1.3. Smart Questions and Qualification (WIP)

  • Who should buy Mobiz “lite”:

    1. Size: SMB

    2. SMS Volumes: 0- 30,000 SMS's monthly (based on Classic SMB qualification & pricing criteria)

    3. Do not require sub-accounts/Brands

    4. Features required limited to:

    • Conditioning

  • Product Packages & Services

  • Onboarding & Support

  • Product Features & Value

  • Use Cases by Industry

  • Scenario Selling

2. Our Value Proposition

2.1. Customer Needs-based Value Proposition and Key Selling Points

Identifying and linking needs and problems faced by customers to our solution capability and benefits assist to strategically approach specific customers and sell real value to our clients. See the reference documentation for a view into the details.

Key Selling points:

  1. Data-free Communications

  2. Enabling POPI Compliance

  3. Agility of Marketing Operations

  4. Improved Marketing Cost Effectiveness

  5. Improved Customer Data Management

  6. Leverage Customer Intelligence with Insight-driven Marketing comms

  7. Increase Brand Affinity / Customer Retention & Loyalty

  8. Increasing Market Reach

  9. Improved Revenue

  10. Providing a better CX

3. Sales Conversation Planning & Detailed Discovery Questions

3.1. Discovery Questions

Fact finding with the potential customer in conversation with the questions below. -- (these are merely a guide)

The below is a sales conversation journey from prospecting to making a sale with the steps:

  1. As-is - uncovering the current situation

  2. To-be - shifting conversation to needs-based, problem solving & opportunity state

  3. Identifying barriers and risks to sale

  4. Pursuasion with benefit and payout

  5. Objection handling

  6. Closing the sale

AS-IS - Identifying the current landscape for opportunity & solution fit

  • What is the current & future focus of your digital engagement efforts?

  • What is your ideal & current target audience and is this B2B/B2C?

  • What are your required features for a solution like this?;

  • What could you change about your current tools/resources/situation re campaign design & execution;

  • What do you like about the current set up, i.e. what's working?

  • Who are your current providers/and how or why did you select them?

  • What % of your customer base do you have mobile numbers for?

  • How do you handle opt-outs from SMS if you use SMS?

  • Are you currently able to create multi-media campaigns yourself?

  • Authority: In addition to you, who else is involved in the buying process?

  • Budget: How much are you spending on this currently?

  • Need: What kind of pressure are you getting to make some changes?

  • Time: Is this a priority and how soon would you look to implement a solution like this?

Should Be - Influencing the mental shift to the desired state of purchasing for a need

  • What changes would you like to see with your current marketing engagements?

  • Have you set aside a budget for these desired changes?

  • Is the ability to create personalised data-free landing pages at scale of value to you?

  • Will having multi-tier engagement data such as:

    • A. who opened your communication

    • b. who went through to your landing page but did not engage with the content

    • c. who engaged with which content and for how long

    • d. who started to engage with your CTA and exactly where they dropped-off if they did not complete; at an individual level to allow you to fine-tune your retargeting campaigns to pick-up individuals journeys from where they each got to be of value to you?

  • Would the ability to build and execute highly personalised campaigns yourself, such that you can run hundreds of campaigns a week to micro-segments and/or retargeting campaigns be of interest to you?

  • Would the ability to potentially generate a "hot lead" from SMS (defined as someone who has received a personalised offer, with helpful product collateral and started the application process online) be important to you?

  • Will having conversion rates that exceed those of Facebook ads for example by a factor of 4 be of value to you?

  • Do you have the ability to create ad-hoc or pre-scheduled campaigns yourself?

  • Can you automate segmentation and how do you improve next campaigns?

  • Would giving your customers/prospects the ability to upload documents/photos and make payments from within a mobile landing page in a campaign interest you?

  • How do you personalise your campaigns?

  • How are your metrics looking for CTR?

  • Can we run a POC?

Identifying Barriers & Risks

  • What are the risks of staying with your current supplier?

  • In addition to the challenges of customer reach, engagement online, are there any other challenges you are facing?

  • What are your timings to start using Mobiz or starting with a POC?

  • What other discussions should we have and with whom to take this forward?

  • Are there any dependencies that could hinder progress?

  • Where in priority does this sit for your organisation?

Benefit/ Payout (we ask question about the benefit the MOBIZ can provide)

  • If you can run POC and show good/ better results, what impact would this have Marketing (division) on COMPANY X as a whole?

  • How would your team perform differently?

  • What would your time to execute look like?

  • Would your time/resources spent with agencies be reduced?

Objection Handling

Principles

  • Consider objections: Price, timing, man-power, supplier in place, no need in your preparation.

  • LISTEN, PAUSE, ASK & UNCOVER ALL OBJECTIONS - CUSHION- neither agree or disagree, buffer your response before asking another question.

    • Buffer: I understand that you may already be using SMS and email and have agencies that manage your campaign.

    • Buffer: Being concerned about the outcome/time/price is normal, I understand if you may be hesitant to try another channel

    • Questions:

      • Tell me more?

      • Why do you say that or feel that way?

      • In addition to what you've just said, is there anything else you're concerned about?

      • If I can solve that, can we go ahead?

  • After processing the objection - RESPOND - DARE _ Deny, Admit, Reverse & explain:

"I agree your team may spend a bit of time on a new tool and it will be an additional expense to execute campaigns on Mobiz. You've also expressed concerns around maintaining your customers and the resource outlay for agency work (time and money) and the need to be more agile in these economic times. With Mobiz, we not only guide your team every step of the way to equip them to send campaigns, but we also have the ability to schedule campaign sends, hyper-personalize your content for better engagement as well as there is no cost to consumer to engage which enables you to be agile and capitalize on ad-hoc campaign sending, improve resource efficiency, reduce spend and (time waiting for) agencies by upskilling your current resources and maximise your ability to reach and retain your customers!"

Closing

  1. Ask for the sale:

    • Can we move ahead? Can you sign the proposal?

    • Can we share our proposal?

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