No-brainer Funnel: Market Research
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Market Research:
Scale Design for the Private Sector
The BD-MS team will be conducting market research to gather the information that will help form our Scale Design offer for private sector clients. Guide questions and possible client responses have been prepared to facilitate you in your discovery calls.
START
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1/13
Do you cover at least five countries?
Yes
A text area will be displayed in the frontend when users select this answer.
Add RecommendationAdd TagsView All Assigned TagsIf not, explain that the offer we are testing is designed for companies with at least five countries operating in the region.
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Add RecommendationAdd TagsView All Assigned TagsBack
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2/13
Does your company have a formal salary scale for each country within your purview?
Yes
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Add RecommendationAdd TagsView All Assigned Tags- No
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3/13
Are there established salary grades in each country?
Yes
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Add RecommendationAdd TagsView All Assigned TagsNo
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4/13
Are the established salary grades the same in each country?
Yes
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Add RecommendationAdd TagsView All Assigned TagsIf not, we can manage if there is some variation as long as we know about it
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5/13
Who is responsible for creating the salary scales and the ongoing maintenance of the scales to ensure they remain competitive?
Your contact
A text area will be displayed in the frontend when users select this answer.
Add RecommendationAdd TagsView All Assigned Tags- If someone else, ask to be introduced to the proper contact and redo the interview.
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6/13
What source(s) of market data are used to create and maintain your scale?
They must have market data available to participate in the offer
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Add RecommendationAdd TagsView All Assigned TagsThey do not have market data
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7/13
Does the company use a standardized approach and methodology for creating and maintaining their salary scales?
- Yes
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Add RecommendationAdd TagsView All Assigned TagsNo
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8/13
Can you share your approach?
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9/13
How is the methodology established and by whom?
Back
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10/13
What challenges do you face in the design and maintenance of salary scales?
Lack of bandwidth – not enough time or staff to keep things updated regularly
A text area will be displayed in the frontend when users select this answer.
Add RecommendationAdd TagsView All Assigned Tags- Lack of expertise – it’s a technical project and I need consulting help since I am not a compensation expert
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Add RecommendationAdd TagsView All Assigned Tags- Lack of budget – I usually hire a consultant to help me but it is too expensive and we let it slide this year
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Add RecommendationAdd TagsView All Assigned Tags- Country conditions are volatile – we operate in [country] and the economic conditions there are volatile. We are not sure about the best approach to maintain our scale and stay competitive. Inflation is very high there.
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Add RecommendationAdd TagsView All Assigned Tags- Corporate/regional support is lacking – our corporate/regional HQ is supposed to help us with scales but they don’t always come through and their approaches are not designed with our markets in mind.
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Add RecommendationAdd TagsView All Assigned TagsOther
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11/13
We are planning to offer a new service to assist companies like yours with Salary Scale Design. Our offer will address many of the challenges you have mentioned.
- We are planning to introduce our solution through an invitation-only webinar in a few weeks, including a special introductory offer that will be available only to a small number of clients. Shall I put you down as a potential attendee to our webinar?
Yes
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Add RecommendationAdd TagsView All Assigned TagsNo
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12/13
Get the specific names of the survey providers for each country
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13/13
Note other client pain points that are not included in the previous question.
If there are no additional pain points, click next.
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Qualified
Based on the responses of this client, they qualify for our no-brainer funnel.
The next step is to send them a link to our scale design eBook and see if they would be interested to attend our "invitation-only" webinar where we will be presenting an exclusive offer on Scale Design.
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Not Qualified
Based on the responses of this client, they are not qualified or well-suited to our approach.
Politely end the call, and simply state:
“I’d like to thank you for your time to discuss salary scales with me today. Based on what I’ve heard, I don’t think our new offer would be a very good fit for your organization. If I can be of any assistance to you in the future, please do get in touch.”
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Qualified but
not Interested
Based on the responses of this client, they qualify for our no-brainer funnel.
However, because they said no to being included in our invitation-only webinar, they are not interested at the moment.
Make a note of their response and try to invite them one more time a week before the webinar.
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Retake
