Mitigating risk... Theirs!

Are you experiencing prospects being worried about the slow economy, holding onto their wallets, worried about risk, leading to deals stalling?

We buy when we perceive the benefits outweigh the risks. Both of purchasing and doing nothing.

We feel comfortable with vendors who act as business advisors. Where we feel they understand our circumstances, business priorities, engendering a level of transparency and trust.

If you’re a business leader or consultant one of the best ways to understand your prospects is to go back to your current and past clients and ask them why they bought.

What was important to them. What risks did they perceive and how did you mitigate them.

What made them “convince” themselves you were the right choice.

The irony is what you think may not be the case.

Bain & Company noted just how commonly companies misread the market.

“Most companies assume they’re consistently giving customers what they want. Usually, they’re kidding themselves. When we recently surveyed 362 firms, we found that 80% believed they delivered a “superior experience” to their customers.

But when we then asked customers about their own perceptions, we heard a very different story. Only 8% of companies were really delivering.”

Which is why we recommend you regularly interview your top clients to find out.

Better yet, ask me to do it on your behalf as your clients will feel more comfortable speaking their truth to an uninvolved, impartial 3rd party.

You’ll glean deep insights about why your clients do business with you. Why they stay. What improvements could you make etc.

Your clients will feel valued and appreciated, as they recognize the effort taken to seek their opinions.

And you’ll receive actionable intelligence which could help you increase their lifetime value to your business – directly adding to your bottom-line profitability.

Why do this now?

It’s both the end of the quarter and almost the start of the new financial year. It’s a great time to close off deals and set yourself up for a healthy start to the new year.

Understanding exactly what your clients want means you can exactly tailor your offerings, know what objections might come up and how to mitigate them, giving you a head start in your sales efforts.

Call me on 0414 913 334 for details.

Rashid.

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P.S. Whenever you’re ready … here are 4 ways I can help you lead a better business and live a better life:

1) Access a range of free resources which help you attract, engage and convert new clients. Click Here.

2) Get rapid advice - Clarity and Focus Sessions help you look at situations from different angles, probing so you get clarity and then conviction as to the best course of action. Click Here.

3) Professional Sales Mastery - Increase your sales effectiveness and efficiency so you close more profitable business in less time. Click Here.

Rashid Kotwal & Barbara Sauter Revealed Resources Building better businesses Mob: +61 414 913334

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