Think about the last great vacation you had. Great vacations have three parts. The excitement of planning and thinking about the vacation, The experience of the actual vacation, and the memories of the vacation. The buying process can be enjoyable and, should be, unfortunately we forget how to make it a pleasant experience throuhout the sales cycle for the customer.
Planning the Purchase
The prospects interactions with everyone on your team, sales engineers, support, the front desk, should all be met with the excitement your product brings to the anticipated experience the buyer is expecting. How the prospect is treated before the sale is what they will expect during and after the buying process. Your organization needs to have their best level of enthusasim and appreciate the prospects interest, each and ever time they communicate with prospects.
The Buying Cycle
What results in most cases to be the most stressful stage to the prospect, can be flipped around into the most exciting time of the process. Signing contracts, finalizing rollout schedules, planning project phases in anticipation of using the product, should be an exciting time for the prospect, the moment they have been planning for…receiving the product or service your company delivers and the value it provides them. Guiding the prospect with expertise throughout this process by setting expectations and best methods around your solution creates an enjoyable experience.
The Post Purchase Reflection
Its been months since the purchase, how are things progressing within the cusomers business? what is the ROI received vs. anticipated? Is your prospect receiving as much attention now as they were before and during the buying process? Reflection on the purchase, and the ROI value to the prospect are critical to the customer, its why they purchased your solution to begin with. Dont forget them. The reflection is the best part of the experience.
Like a great vacation, the value each customer receives can last forever, to build and grow your business adding new customers who reference the great experience others have had with your product.