Buyers are liars…

Question

How do you hold your new logo buyers accountable for signing the contract when they say they will? I feel with my existing customers it's not as much of a challenge, but getting new logos to do what they say they are going to when they say they're going to is very difficult.

Accepted Answer

Build in mutual accountability into every step of the sales process

Answer

I’ll sign off on the SOW tomorrow. I’ll get the data sample right back to you immediately. NDA is on the way. Yeah, part of the game always if you’re not building in urgency up front. If you’re truly solving a problem you need to incorporate “by when” will the problem best be solved. And that falls closely behind the “what happens” if they do nothing to solve it.

The smoothest deals happen when your prospect can’t live without your solution. Make it so.

Answer

Providing them with a timeline on your process helps to build urgency. Lay it out for them and work backward on a commitment date.

Answer

Better check comments on a similar previous post.

Answer

What have you done to invest in your logo buyers (which I assume are partner channels or manufacturers representatives)?  Have you provided constant training and support? What are your margin expectations for them to make on your product? Are you doing calls and customer visits with them?  You can’t just leave a manual and demand sales.  Working with partners is a constant process to stay in front of them.  Many times you’re fighting to get attention against other brands they represent.  Make sure also to lay out expectation clearly and often.

Answer

Have timelines for everything and set next steps after ever connect

Answer

Don't give people a reason to lie. Make yourself their priority.

Answer

Some excellent advice here already. Back to basics: understand why they have a timeline. If there's no compelling event, you're going to need to make sure they work with you to understand why timelines are important, and you'll need to validate those timelines and the SOE every single contact.

Answer

It’s very important to set the right expectations, have clear next steps and communicate the right things. You will always be ghosted but with experience you get a feeling who might/might not buy and who might, nurture them throughout the process.

Answer

From the title alone my response is "no shit."

Phillip Supple

Buyers are liars…

14 comments

Phillip Supple

Buyers are liars…

14 comments

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