Easier to do business with. Easier to conduct banking transactions. Easier to get a mortgage, car loan, or business investment from.
As sellers, there is a lot we can do to make our clients’ lives easier. If you do, it’ll instantly set you apart from your competitors in a way that is extremely meaningful to buyers.
Sales winners are quick to respond to inquiries from new and existing customers alike. They take less time to respond to inbound leads and inquiries, turn around proposals faster, and get to proposals quicker.
A couple of years ago, I was involved in a major rebranding effort for a Fortune 100 financial services firm. Based on extensive research, their chief marketing officer decided their new brand positioning should be focused on “easier.”
This significantly cuts their sales cycles and gives them an early mover advantage over their competitors. And it makes it easy to deal with them—and buy from them.
Sales winners make it easy to reach out, connect, and start a dialogue. From publishing their contact details on their LinkedIn profile to proactively reaching out to targeted prospects, they’re always open to striking up new conversations to see what value they can add and what options they can explore.
I knew, because I happened to be a client of the firm. When I walked in to do a simple thing like get a new debit card, I was told the process could take up to three weeks—and I’d have to give them my old card first, meaning I’d have to spend three weeks without any access to my accounts.
Sales winners collaborate with buyers to develop the best solutions. They ask great questions, test potential scenarios, and in the end give buyers a manageable number of options to choose from—often along with a recommendation of which one is right for them.
Not in a pushy way, mind you. Simply by ensuring that each step has a logical next one, all the while maintaining momentum and ensuring you work towards a timely and logical conclusion of the sale (which will hopefully include buying, and buying from you).
As a seller, there’s a lot you can do to make it easy to buy from you and set yourself apart from your competitors in a way that is meaningful to buyers.