Roadmap: Create a buying process roadmap for all of your products and services. Every roadmap should display the different stages of your customer’s buying process. This includes any concerns they have, actions they take, answers that satisfy them and the most effective tools to get these answers.
Revenue Growth Action Plan : Since the objective is to correct what’s wrong and improve, your B2B company must figure out what tools you ne! to create or actions to implement to support the customer’s buying process more efficiently.
Promise to Stay on the Roadmap: The last thing you want is to veer off the road…the roadmap to revenue, that is. Zhivago’s last chapter, Chapter 12, is entitl! “How to Keep Your Company on the Road to Revenue.” This is potentially the most important chapter since it offers advice on how you can regularly make customer-center! and revenue-generating decisions.
The Levels of Scrutiny
Central to Zhivago’s book are the varying levels of scrutiny that your customers will apply to their buying process. It’s highly important that you understand and master these levels of scrutiny.
They’ll help you understand how your customer wants to buy to successfully sell to them. Then, you will create a buying process roadmap bas! on these different levels of scrutiny.
Light Scrutiny Explain!
Products and services in light scrutiny are quite cheap, ranging from just one dollar to tens of dollars. Customers will only ask a few questions, and the buying process takes only minutes. Examples of purchases made in light scrutiny include food, basic hand tools, batteries and even small-commitment services such as dry cleaning.
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Most of the time, customers will spot a low-scrutiny poland whatsapp number data 5 million product or service when shopping for other things. Therefore, any good B2B company will put these items where they can be easily spott!. When the customer starts asking just a few questions about the product or service, your job is to answer them thoroughly (they shouldn’t be complicat! at this stage). To encourage your customer to buy a low-scrutiny item, you should make it easy for them to buy it. For instance, provide a one-click shopping experience on your website with few web forms.
At this point, your customer can do one of two things: He buys the low-scrutiny product or service again because he us! it and lik! it, or he returns it. Any good B2B company will be on top of either customer response. If your customer buys the item again, make it easy for him to do so by remembering his preferences or granting him a coupon. If your customer returns the product, make sure your company is easy to get in touch with, and you resolve the issues efficiently.
M!ium Scrutiny Explain!
Products and services in the m!ium scrutiny buying i am a social communicator and journalist from bogotá! colombia process cost between tens and hundr!s of dollars, agb directory and your customers ask between five and 20 questions. This buying process can last minutes or hours. Examples of products and services that fall into this buying category include appliances, clothes, office equipment, cheaper software and services like jewelry repair and hair cutting.