8 Ideas for Closing Quickly
New research is showing that B2B purchase decisions are changing. The number of decision makers is increasing, more time and resources are being spent on research, and customers are requiring a more detailed ROI analysis. In other words, the B2B sales cycle is getting longer. Way longer!
So is there anything you can do to actively shorten that decision-making process and close the sale sooner than later? The answer is yes and, surprisingly, adjusting the price isn’t the top thing to consider. According to the 2017 B2B Buyer’s Survey, these three variables were most important when evaluating a vendor:
- Your product solves a pain point
- Your product has the features/functionality they require
- Your product is the fastest to deploy and/or the easiest to use
With those in mind, here are a few ideas that can help you close a sale quicker:
Ask about additional requirements.
Ask the customer to make a shopping list of the things they need to close the deal. Make the promise to include them (or some of them) if they close the deal in 30 days.
Build trust with testimonials.
Gather testimonials from customers who bought a similar product or service, and show how it positively affected their operation. These happy customers are evidence that you’re the best resource and now is the right time to buy.
Close on quality.
Create an executive summary that turns features into qualified benefit statements. Be specific about how your solution will affect the quality of your customer’s operation or the bottom line of their business.
Give them something extra.
Do you have access to industry research that your customers would find valuable? Consider supplying that report to customers who close in the next 30 days.
Offer economic evidence.
Find a way to show your customer they’re paying less than they think for the solution they want. Call attention to the value, innovation and overlooked benefits your product or service delivers.
Provide a cost/benefit analysis.
Show the value of saying yes today versus the cost of waiting. How much is that downtime really costing your customer in terms of lost revenue and missed deadlines?
Show there’s never been a better time!
Incentivize your customer with a timed offer that motivates them to close now. Maybe you can guarantee delivery by a key date in their business cycle.
Take their temperature.
Ask “On a scale of 1-10, how likely are you to buy this product in the next 30 days?” For anyone who answers 6 or better, ask them what you can do to get them to 10… and to commit in the next 30 days.
LePoidevin Marketing believes that “closing” is simply the process of helping customers make decisions that benefit them and their organization. The best way to shorten any sales cycle is to prove that your product or service is the long-term fix for your customer’s problem…but be prepared to execute quickly!