This is an especially important message for people who sell products/services that require a lengthy contracting/procurement process.
Once your contact has said “yes” – YOUR JOB BECOMES EVEN MORE IMPORTANT.
This could apply to a person buying a fleet of construction vehicles from you all the way to a Mary Kay consultant booking a party with a hostess for two weeks in the future.
Here’s why your job becomes SO important.
Now, YOUR BUYER’S reputation and personal “brand” is on the line – which makes them VERY NERVOUS. In between the “yes” and the completed event (purchase, party, etc), they need to keep remembering that they made a great decision.
Throughout the entire process you want your buyer to feel GREAT about their decision.
Here are some tried and true ideas. Set up weekly calls with your buyer to give them tools that they can put in place NOW to help them hit the ground running when the contract is finally signed – or the event is happening.
Send CELEBRATION emails of victories that other clients are having by using your products/services. Send PR News Releases about your own company that put you in a positive light.
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Direct your buyer to resources on your website that they will find interesting – possibly a blog post. Talk to them about the keynote speech that your CMO delivered at the latest conference.
Find ways to keep congratulating your buyer on making a great decision and you will have a happy ongoing relationship – fruitful with referrals, upsells, and trust.
Love ’em up!