“57% of the purchase decision is complete before a customer even calls a supplier.” (CEB)
“67% of the buyer’s journey is now done digitally.” (SiriusDecisions)
“74% of business buyers say they conduct more than half of their research online before making an offline purchase.” (Forrester)
Regardless of the research you read, it’s clear your buyer has at least half the information she needs to make a decision before she contacts you to provide her with the technologicnews services.
So what does that make you?
The bridge between the information he has and whether he trusts it or not.
It’s all about what you say to ensure the buyer feels cared about, experiences a sense of excitement and has a simple, thoughtful next step.
All that gets much more complicated when you’re trying to communicate virtually with the written word. Without emotional messaging, virtual communication can easily create misunderstanding and a negative impression.
If your words don’t communicate care, excitement and alignment, the new sales cycle will work against you.
Of course they need information. And they need it delivered in a speedy and responsive manner.
But when communicating virtually to customers who pretty much control the sales cycle, it’s more about making their buying experience smart, safe and simple. When you make them feel comfortable and confident, you gain trust and enjoy sales success.
BONUS
“Here is the information you requested. Please let me know if there are other questions I can answer.”
Technically, that email is perfect for the sales cycle. The prospect asked a question and you answered.
Real world, not-so-great.
Focus more on helping your buyer feel smart and comfortable with the information and the outcome.
“You’ve asked a great question and you can count on X and Y here. As requested, I’ve attached additional information. I’ll also plan to phone you Tuesday morning to be sure you have everything you require for an outstanding event.”
Can you feel the difference in the two email transmittals?
Make the sales cycle work for you.
If you find value in this content, I’d be grateful if you’d share, repost and when you have time, make a comment. Also, please tell me what topics are most important to you. You can email me directly if you prefer:
Su*@Sp********.com
. Finally, every presentation I deliver is customized for your team, brand and needs so if you’re looking for practical, fun sales training, please email or call: +1-480-575-9711. You can count on fresh content to boost your sales success. Thank you! SpeakerSue
