Because so much money is at stake, your customer will invest a great deal of time researching his options, which includes absorbing white papers, blogs, discussion groups and websites. Your job is still to make sure your product or service is easy to find and that there’s lots of information available about it
and you’ll still have to answer them thoroughly and help him weigh various options. As in the heavy scrutiny process, he’ll also discuss what he’s learned about your products with others on the decision-making team; you should do your best to help these discussions.
If the customer decides
to go with your solution, he’ll still have to study your proposals and plans for implementing the solution. Again, your customer will want to test the product or service that you’re selling, and it’s up to you to arrange any trials the customer asks for. If you’re lucky, the customer will finally choose your B2B company, sign the contract and then pay either a part of or the full price.
This is where you should guide your customer through the contract process. Make sure to answer all of his final questions and have an implementation team ready to go once the contract is signed.
At last, work starts on implementing the qatar whatsapp number data 5 million customer’s product or service, but your customer will still always continue to evaluate your service. All you have to do now is keep the client happy, learn more about what he thought of the buying process and use that information to sell more!
The most significant takeaway from Zhivago’s
book is that your customers buy products in one of the b2b method used is to distribute stationery? four buying processes: light, medium, heavy and intense scrutiny. All of these buying categories are uniquely different, which is why you have to tailor your selling approach to each process alb directory individually. In other words, you have to sell to your customers how they want to buy, based on their level of scrutiny.
KristinZhivago-RoadmapToRevenueAuthor-1
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If you don’t do this, you risk losing sales, revenue and customers. Your brand will suffer because you will develop a bad reputation for not taking care of your customers, and that is the last thing that any B2B company wants. Remember to always follow the roadmap to revenue, and you’ll do well in your business dealings.