Do you ask too much from your customers?
While at the dentist the other day, I got to thinking about how much we should really ask our customers to do in order to do business with our companies. Although, I understand the importance of brushing, flossing, using some other random gum cleaner, and everything else they recommend there must be a limit to what we can expect from our clients.
When you engage your customers in the sales process, how much do you ask of them? Who is doing most of the work, you or your customer? As a salesperson, you need to consider some important things while in the process of courting a prospective client:
- What value or importance does this portion of the process play in gaining this prospects business?
- How can I simplify the process without jeopardizing the integrity of the process necessary to complete the proposal?
- As a marketer or salesperson how does this make the client/prospect feel about your company and the experience?
- Make sure you are always authentically providing a solution that is in the best interest of your client.
I’m sure there are hundreds of other important things to consider, help me list those with your comments. Ultimately, I want you to think about your customer experience. Take the time map out how a typical customer interaction occurs and if it feels fluid and natural to you if you were to go through it. Another great option is to survey your customers and get their feedback.
The takeaway: Always listen to how your customers and prospects react throughout the sales process and make adjustments to your process accordingly. The biggest mistake a salesperson or SMB owner can make is to avoid customer feedback and not adapt to customer reactions.
