Written by: Vickie Sullivan | November 08, 2022
How to Meet Buyers’ Needs During Turbulent Times
As the end of the year fast approaches, many buyers are looking at their budget priorities for 2023. And they are worried. Between economic fears and organizational chaos, it’s hard to be upbeat about the future. Many of your prospects may even be taking a wait-and-see approach on purchases during these turbulent times.
When buyers are focused on scarcity—fewer resources, smaller staffs, lower budgets—it’s still possible for you to get through to them, though. Here’s how to position abundant, forward-thinking approaches during turbulent times.
2 Ways to Meet Buyers’ Needs During Turbulent Times
The challenge: The “let’s just hold tight” option feels like a safe bet. So, you need to change the equation by redefining outcomes that big-thinking approaches create. Here are two outcomes that buyers pay attention to in uncertain times.
• The immediate win. Many ambiguous buyers assume they can’t wait for “disruptive, but worth it in the long run” approaches. They want easy-to-implement ideas that give them real-world results. In this scenario, you want to apply your “everything is possible” mindset to on-the-ground situations. Switching from visionary transformation to facilitating a series of quick wins is a more practical outcome to define your value.
• Take advantage of any situation. This approach works well for high achievers who need to be “practical.” By tapping into common FOMO (fear of missing out), you can demonstrate how your work can use disruptive forces to your client’s advantage. A possible pitch: You’ve changed things before; let’s do it again in a different way.
Listen: How to Own the Outcome
When buyers face major headwinds, they can’t hear general “let’s think big” transformational approaches. So, instead of chiding them with “abundance” messaging, apply the mindset in smaller yet effective ways. By meeting buyers where they are, you can cement relationships for bigger opportunities later.
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