Is it getting frustrating trying to get your current customers to make a decision?
Depending on your business segment, getting your current customers to commit to a renewal contract or a new project is an on-again, off-again proposition. It’s like they are prudent to the point of madness, driving in the real slow lane of the highway. Which affects your workflow and cash projections. To say the least.
Yet new customers can’t wait to get started. Their decision-making process is accelerated. They are in the high speed lane, looking down the road toward the destination. They want to get started. Yesterday.
A lot of my clients are venting to me about these two scenarios. It’s like they are constantly shifting gears from customer touchpoint to customer touchpoint. Current customers are requiring them to constantly be re-winning the business. New customers want them to jump through hoops – fast.
Regardless of the speed with which your current or new customers want to make decisions, the bottom line is that they want to make them with you.
How much better can that get?
Babette Ten Haken is a catalyst, corporate strategist and facilitator. She writes, speaks, consults and coaches about how cross-functional team collaboration revolutionizes the industrial Internet of Things (IIoT) value chain for customer loyalty, customer success and customer retention. Her One Millimeter Mindset™ programs draw from her background as a scientist, sales professional, enterprise-level facilitator, Six Sigma Green Belt and certified DFSS Voice of the Customer practitioner. Babette’s playbook of technical / non-technical collaboration hacks, Do YOU Mean Business? is available on Amazon. Visit the Free Resources section of her website for more tools.