Posted on behalf of Chwen Lim:
Professional Coordinator, Certified WebCenter Trainer, WebCenter Coach
Customer buys with these mindsets: urgent vs. not urgent; Solve immediate problem (problem solving) vs. shopping for future (future consideration).
We always read & research about skills and techniques to sell, we were told to get more objections before we can close a deal. We exhausted out tactics and name lists and still wonder why we didn’t make a deal.
While watching Simon Sinek’s sharing on Ted.com, again, I asked myself:
Do I really know why customers buy (need to solve problem now or just checking)?
– Do I really know my role/positioning (referral source or provider)?
– Why am I going what I am doing (have a calling to help client or just need the money)?
– Am I trying to solve my client’s problem? Does my client want a solution now or later? Does he has other solutions on hand that he is making comparison on (shop for the best one)
Many often, clients can be group into these categories:
1. One who knows what they want – they will tell you.
Your action: set up web demo with Web specialist, direct them to preview Webcenter solution.
2. One who knows their problem – but not sure what to do,
Your action: understand their goals/vision; timing to purchase may not be immediate, still good to set up web demo with web specialist. They will take it into their planning consideration and will contact you when they are ready to proceed with it. (* in this case, following up is crucial).
3. One who want to shop for future consideration.
Your action: set up web demo, impress upon them that Webcenter solution is too good to be missed
* You may throw in a managers’ special of seasonal special to create a sense of urgency
4. One who already owned a website- but not satisfied with its function or features.
Your action: set up a web demo, let them preview our solution; let our specialist answer their questions. (You just need to gather their challenges/pains for web specialist)
* For example, “You may or may not be interested as you already have one. I would like to set up a web demo for you to preview our solution, you may think of someone who might need it.”
In short, urgent client (who needs their site up “yesterday”/ “yesteryear”)- gather their pains, set up appointment
Non urgent client – continuous follow up after web demo , ask for referral, award them with referral fee
How to gather their pains ? You may start a few conversations like this:
– “How is your website doing for you?”
– “What would you like your client to do when they go to your website?”
– “Does your website serve the needs?”
Keep moving! Talk 3, set 1, add 2!
You will gather lots of wonderful experiences with various scenarios.