How to reach your number this year?
3 points of focus on your must-win opportunities and you will achieve your numbers!
1. USE CUSTOMER INSIGHT:
Forget about presenting that new product feature, don't call to offer an additional discount! Your customer's loyalty will not increase thanks to your latest feature or price.
What will trigger their interest and eager to do business with you, is if you demonstrate how you can solve a problem that they are barely aware of or how you can assist them to exploit an opportunity still untapped. Yes, it takes time to reach that level of understanding of your customer's environment, but if he's in your Top 10 logos to sign, do it! Knowing what it takes to move their business ahead will bring you in a unique position. You are not focussing on selling your product, you are focussing on moving their business forward.
2. ENGAGE A MOBILIZER:
Today's decisions are the result of consensus, and the more complex the environment, the more stakeholders you will have to 'convince' before reaching agreement. And more often than not, you will not have that level of entry into the company so you can sit with all of the stakeholders around the table. You will need help from the inside.
Your ideal mobilizer understands how you can bring a positive impact on their business and is willing to work with you on achieving just that. He/She will mobilize both stakeholders and internal processes when possible. Do not assume it's an executive highly ranked as they will not be able to take the time needed for your deal to move along. Having a mobilizer will increase your chances of winning by over 30%.
3. FACILITATE THE BUY:
Hey, processes are good but if they are in the way of closing a good win-win deal when the time is right, they handicap you more than anyhting else. And I'm not talking about your selling process, you should get those i's dotted and those t's crossed way before your customer is ready t osign.
No, I'm talking about the buying process, the only one you should focus on. Keep your customer engaged, focus on the immediate positive impact they will experience working with you and stop the clutter along the way. Once you have proven results, there is plenty of time and interest in expanding your partnerhip. For now, focus on the immediate ROI!
Curious on how we can make you reach your numbers? Let's work together on your 3 biggest 'must-win' deals!