Notes

ApexGrowth is the premier Lead Management and sales automation platform for immigration law firms in North Americal and the UK; we work with Immigration Law firms to create a truly unique engagement and conversion process for their clients.
Immigration Law Firms look at Seven Rooms when seeking a competitive advantage by automatically engage with any inquiry within 3 seconds and personalized automated follow up across the customer experience. Frustrated that their current system does not give them simple capabilities to automatically qualify potential great clients, a high cost of marketing and a low conversion rate. Facing increasing competition. Continuously losing clients by the lack of follow up. They've had it with legacy systems and big marketing agencies telling them to spend more money. They are searching for a truly integrated solution, combined with cross channels capabilities, allowing them to fully control each inquiry follow up and dramatically improve their conversion. They have no peace of mind, regarding a bad lead that is simply looking for free information.
At ApexGrowth, what we offer enables Law Firm to create this unified experience, very connected guest journey, and it starts by helping restaurants prioritize direct reservations for their own channels so we plug our restaurant operators into the booking channel they care most about, that includes paid and free channels, but we work with our clients to prioritize these free channels and then helping you manage the restaurant on the inside.
SevenRooms dominates the market as a premium Reservation and seating management platform. A point often overlooked when evaluating these management systems is how does it improve the operational flow of the restaurant and actually helps you maximize covers in the restaurant, improve turn times and have a smoother flow to your evenings with things like predictive waitlist and an auto-sign algorithm that helps you get the most out of your seats. Lastly, how is this connected to marketing in a smart and intelligent way? And today, we can support that entire guest journey, helping you turn a first-time guest into a regular by facilitating that relationship using that data and personalization across the guest experience. It includes email marketing, cross-sell, upsells, upgrades, special offers, segmentation.
Our clients tell us that their employee love using the platform and that it makes their job much easier. Our clients don't leave us, and the very few that did came back.

Business Acumen
Innovation
Outcome
Managing Risk
Know the client's industry and their customers, then bring inside and expertise that help them with strategy

What problem or challenge is my dream client allowing to persist that, if changed, would radically improve the results. What do they lose by not making these changes? Money, Clients, Market Shares. What trends will negatively impact my client in the future and harm their business? Which of these trends allows for opportunities.

Budget
Authority
Need
Timeline
The consequence of not changing
Metrics
Economic buyer
Decision Criteria
Decision Process
Identifed pain
Champion

9 Frame Qualification Matrix
How did you find out about us? Have you spoken to anyone before? How long have you been with Five Figs?
Is it ok if I start by asking you a couple of questions to help me understand how we can best help you?
Could you tell me about Five Figs and your role in the business? What are some of your goals for 2019?
What systems are you currently using?
How many unique users do you have?
How is your current solution impacting your overall business operations?
A lot of customers were feeling that they were being deprioritized by their supplier, whose main goal was to drive guests back to its own platform. Can you tell me some of the challenges you are currently facing?
Can you tell me about a time you realized how much it was impacting your operations?
How do you feel a better-connected system would help you?
What is the opportunity cost of not sharing data across your venues?
Why do you need to reduce your reservation costs?
When did you realize that you needed to look for a better solution?
Why haven't you look to change your reservation management system before now, Why hasn't the problem been solved before? ? Cost, operation team didn't want to change. What has changed now?


Why haven't you look to change your reservation management process before now? Cost, operation team didn't want to change
What are the most important criteria in selecting a solution like this?
Can you help me understand what needs to happen on your side and who needs to be on your team to ensure our solutions are approved? Who might oppose this solution?
I understand that you're going to control this initiative, can I share with you my experience? When we don't bring people that are going to be impacted and involved, later on, they tend to object the change or drag their feet when the decision's made without them. Is there a way we can bring in some people who will support this, and make sure we get their buy-in?

What is your biggest challenge?
Why??
Why do you need to reduce your reservation costs?
Why haven't you look to change your reservation management process before now? Cost, operation team didn't want to change
Ask difficult questions: What's the cost of not sharing data across your venues?

Is it the investment you're worried about, or are you concerned about the results?. If it's the investment we can relook at the results and change the investment. If it's the results you're worried about, we're 100% confident that this is the investment necessary to generate them.


I understand this more than what you're used to investing. One of the reasons you aren't generating the results you need is that a lot of people in our space aren't making the necessary investment. This investment is what we need to ensure we're achieving this objective here. Without this investment, you risk getting the same results that cause you to decide to change in the first place.


Is it the investment you're worried about, or are you concerned about the results?. If it's the investment we can relook at the results and change the investment. If it's the results you're worried about, we're 100% confident that this is the investment necessary to generate them.


Before discussing pricing further, can you confirm we are your vendor of choice? Have we been selected? We're happy to negotiate a final agreement, but until you decide that we're the right choice for you, we believe it's premature to start negotiating the price. We want to make sure sure you get the outcomes you need, including the right price.
If we are negotiating price, are you committing to buying upon successfully reaching a number that we both agree will get you the results you need? Who else needs to be involved in this negotiation?
Detail the value I am creating.
An under-investment would not produce the results that you are looking for.
With this in mind, I can not agree to any price other than the one I quoted and still produce the results you need. We can't accept a lower price at the risk of not producing the results we spoke about and that are important to you. I'm afraid reducing the cost would be detrimental to both companies.

I know you're gonna want to spend time reviewing all this with your team and come up with the best decision, I would want to do that as well, but what we found is that your team is going to have questions and concerns and that we can often address these questions or resolve their concerns if we know what they are, can we meet with you at the conclusion of that meeting to provide additional information, you still have to decide together, but I want to make sure we serve you through this process until you're 100% comfortable with this decision, whatever it may be.

I understand this is a significant change, I know you know things are not gonna get better on their own, I wouldn't give you my best help if I didn't tell you I believe you're going to lose time, and you're going to lose the better results you need right now id you do nothing, can we what it would take for you to be able to confidently make this decision? And can we start over if we need to?
I'm afraid that things are gonna get worse over time, and I know you understand the need to change or we would not have done all this work. Where did we go wrong and what do we need to do to move forward? I believe we should go back and meet with your team members individually to address their concerns and make whatever changes necessary to get back on track.
Challenges:

Cover Costs
Guest data control
Third-party fees

I'm assuming you may have seen this but can I share my thoughts on how this might work for you?
This might not be the right time to change. What I am concerned about here is that by not moving in this direction, you risk falling behind in this area, and it may be more difficult for you to make this change in the future. Can you share with how you might move in this direction and what you would need in order to be able to do this?