Before your customer pulls out their credit card or signs the contract, they need to decide that they want to make this purchase from you and your business.
Help them make this decision by understanding the steps they'll take to get there and providing the support they need to move forward.
For example, you own an ice cream shop. Right before a customer places their order, what do they do? Do they sample two different flavors before making a choice? Do they already know their order because they're a regular?
The more you can know about how and why people make their decision, the more intentional you can be during that sales process.
Some people want you to make a recommendation. Others want to try every flavor before making a choice.
Start to better understand the customer's experience by taking notes of these triggers and once you find some commonalities, talk to your team about how you can improve that experience and get more people to make a decision to purchase. Then, test out your ideas and evaluate the progress.
Comments