Written by: Vickie Sullivan | May 01, 2018
What Buyers Expect from Their First Conversation with You
I had an interesting conversation with a vendor the other day. This time I was in the buyer’s seat, helping a client. And when you are the buyer, you get a clearer vision on what sellers should and shouldn’t do. In fact, often sellers don’t even realize they’re doing something wrong.
Here are two things you think you’re doing right when talking with prospects, but you probably aren’t:
• Listening. The woman I spoke with was so focused on what she needed to say that she didn’t get to know our needs. She spoke 95% of the time. I spoke 5%. She has no idea what our needs are. She was so caught up in communicating her process that she couldn’t discern if I was the right kind of client. I expected her to listen to me and my client about what my client needs.
Listen: How to make sure the buyer feels heard
• Being prepared. I was in for a surprise towards the end of the conversation when the woman asked me for a deposit. My client had told me they had hired the vendor, but this woman didn’t know that. She thought she was in a sales conversation. I was in a process conversation. Wow. I expected her to know the purpose of our call.
Sure, this is basic—common sense even. But I bet if you talk to this person, she’d tell you that she did those two things. So, the question is: What are the expectations?
You May Also Be Interested In:
- What Buyers Really Think When We Contact Them
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Author : Tina Jersey
Published: 2018-05-01 11:57:44
Hi Vickie, Your email was forwarded to me by Chellie Campbell. You offered great advice. I would love to be added to your email list. Have a wonderful day!