Don’t ask the buyer what they think. Add value to the conversation by providing relevant content that will help their buying decision instead.
Put yourself in the shoes of a buyer. Do you really think you’re the only game in town? Of course you don’t. So then why act like you are?
There’s a challenge we all have at some point in the buying cycle (notice how I said “buying cycle” and not sales cycle? Read more about that important vocabulary change here).
We know that potential buyers will hardly play by our rules and timelines. Why should they? They’re comfortable moving at their own pace. Promises of quarter-end deals can only go so far. So how can you get their attention?
Watch this video to learn more.
In short, your buyer doesn’t want you to ask what they think. That question is so generic. They’re waiting for you to probe further and ask more relevant questions. They just may not know it yet.
I hope you get the gist. If you’re trying to get a stuck account moving or trying get someone to let you know what they’re thinking, the onus here is on you (fortunately or unfortunately, however you look at it). You’re going to have to add continuous value in all parts of the buying cycle to make sure you’re able to position yourself as a person that they should do business with.
The Bottom Line
If you’re looking to stand out, try sharing content. It’s a whole lot better than the generic questions we’ve been asking all these years.