Post by account_disabled on Oct 7, 2023 4:56:57 GMT -5
A big part of marketing is continuing to nurture the relationship. Post-sale, your customer wants to be reminded that you not only care about their success, but that you remain dedicated to seeing it through. Of course, anyone can say that, which is why it’s important to show that you care.
True, the ultimate goal of a nurture track is to increase revenue. To do that, though, it must first live up to its namesake – it has to demonstrate that you care about nourishing your customer’s growth. So, rather than focusing on sales, consider focusing on customer success instead.
With this shift, you’re not eliminating sales opportunities. Rather, you’re simply doing a better job of focusing on the relevance of your sales offers, reserving them for occasions when you’re most confident that they’ll help the customer grow and succeed.
Questions to ask for improving post-sale engagement include:
What steps can we take post-sale to increase Phone Number List customers’ confidence and put them at greater ease?
In terms of knowledge and resources, what are the key differences between customers who succeed with our product and those who haven’t?
Are there specific customer milestones or triggers that serve as quality opportunities to engage with relevance and value?
Prioritize CLV as a key performance indicator (KPI)
If you’re already measuring CLV, consider elevating it as a KPI. For instance, when CLV is more important than, say, total sales, you may be less likely to pursue prospects that don’t fit into your ideal customer profile because the long-term value just isn’t there.
Having CLV as the KPI also leads to sustainability. It grants decision makers permission to say “no” to short-term revenue grabs that can erode customer confidence. It helps ensure that nurture tracks and additional selling opportunities are evaluated based on how they affect relationships and revenue over the long haul, as they should be.
For more advice on boosting your customers’ success as well as your own, subscribe to the LinkedIn Ads Blo Wouldn’t it be great if you could develop your own marketing tools? If you could really dig into the process and design something to support your most effective tactics, and then keep.
True, the ultimate goal of a nurture track is to increase revenue. To do that, though, it must first live up to its namesake – it has to demonstrate that you care about nourishing your customer’s growth. So, rather than focusing on sales, consider focusing on customer success instead.
With this shift, you’re not eliminating sales opportunities. Rather, you’re simply doing a better job of focusing on the relevance of your sales offers, reserving them for occasions when you’re most confident that they’ll help the customer grow and succeed.
Questions to ask for improving post-sale engagement include:
What steps can we take post-sale to increase Phone Number List customers’ confidence and put them at greater ease?
In terms of knowledge and resources, what are the key differences between customers who succeed with our product and those who haven’t?
Are there specific customer milestones or triggers that serve as quality opportunities to engage with relevance and value?
Prioritize CLV as a key performance indicator (KPI)
If you’re already measuring CLV, consider elevating it as a KPI. For instance, when CLV is more important than, say, total sales, you may be less likely to pursue prospects that don’t fit into your ideal customer profile because the long-term value just isn’t there.
Having CLV as the KPI also leads to sustainability. It grants decision makers permission to say “no” to short-term revenue grabs that can erode customer confidence. It helps ensure that nurture tracks and additional selling opportunities are evaluated based on how they affect relationships and revenue over the long haul, as they should be.
For more advice on boosting your customers’ success as well as your own, subscribe to the LinkedIn Ads Blo Wouldn’t it be great if you could develop your own marketing tools? If you could really dig into the process and design something to support your most effective tactics, and then keep.