The challenge we see companies often face is understanding how to bridge the gap between when a customer is looking to make a purchase and what happens after a sale. What products where your clients looking for, what motivated them to buy, and what was the risk/reward?
Simple analogy of what we mean:
- If your selling new innovative cleaning systems, your not selling them some high tech cleaning device. To your customers, your providing a solution to cleaning their home more effectively.
- For someone in the insurance business, your not selling insurance to your customers not selling insurance. Your business offers customers peace of mind.
Find different ways to step into the mindset of your customers. Get to a point where you understand how your customers are buying your products or services and why. Instead of focusing on what your company is selling. What was the reason that customer came looking for your type of business and how did they find you?
When you see your business from the viewpoint of your customers provides the proper positioning, communications and the ability to align your business sales process with your clients purchasing process. At the end of the day, its not about what your business is selling, it is about what your clients or customers are buying.