The B2B journey for customers involves a series of decisions which broods several activities. Companies which use these decisions efficiently for framing resource and ideas reports a sales increase of over ten percent.
Salespeople face individual choices when they face customer journey decisions. They start asking themselves the tasks they need to perform at every stage of the journey that will make customers buy from them. Below are some answers to all stages of the journey.
- Study the persona of the buyer from the start
Being a sales person will make you feel out of control when carrying out initial steps with a prospect. You will feel so because you have not established a relation and a regular communication channel. Therefore, you need to ask yourself and step forward with preparation for the new opportunity.
The answers to these questions involve having in-depth knowledge of your buyers. This category will not give all information about your lead, and the primary goal is not putting the customer in a box. Relatively, it is having the ability of instantly establishing an understanding upon the first contact for indulging him onto the next level of conversation.
Knowing your customer from the first contact will assist you in nurturing them, and research shows that such leads generate a twenty percent increase in opportunities for sales when compared with new leads.
- Selling the right need to customers
When your prospects start evaluating their options, they will weigh the value they get vis-a-vis the available resources. This stage requires framing of every interaction around needs and the value they are going to gain from buying your products and not your competitor’s products.
This evaluation needs to cover all communication, content disseminated by your company, whether it means a lengthy thank you email or a sales call.
- Facilitating your customers purchasing decisions.
When it comes to your clients making purchasing decisions, you need to have completed the work of selling. If you have fully known your prospects and communicated the value of your company, the best thing to do is now switching on the facilitation mode. Make sure you take care of all logistics, deliverables, and data for the client to get complete and accurate information.
Your primary purpose in this phase is maintaining your trust and making it easy for your prospect to purchase.
- Continuous nurturing when onboarding customers
Nurturing a prospect is very crucial when building a relationship between a company and a client. A sales person will always have the opportunity of sharing value-added content to the client for achieving success, whether the success aims at the specific product or not.
You should always remain engaged and look for genuine of helping customers get what they are searching. This opportunity will help you to cross-sell or upsell. Always focus on delivering value.
- Earn, encourage, and evangelize to foster a long engagement
Sustaining commitment to your clients is a way of earning the right of asking for advocacy.
If you deliver your promises, your customers will share their successes with their friends, therefore, do not hesitate to ask. A satisfied customer is the best resource a company can have and protecting this relationship will be overly generous.