Read on to find out what your customers really, really want...
Your customers have lots of different drivers that influence what they buy - and who from.
If you can unveil what they really want you to do for them, selling to them becomes so much easier.
While 'a better margin' tends to be the first thing that springs to mind, their real driver is likely to be other pressures or challenges in their lives.
For instance, they might want to spend more time with their family. And if they want an easier life/less hassle, then great customer service might be more important to them than price.
Or - they may crave a great self-serve website that allows them to work at home when the kids are in bed.
Someone else, may be environmentally conscious (or their client is) and need reassurance around green credentials.
The great news is, in our digital world, you can provide the information they need when they need it. Every time.
You just need to understand what they really, really want - and serve it on a plate.
They will be influenced by a number of different factors - some external pressures from their boss, clients and other stakeholders. But their decisions will also be driven by their own personal priorities.
Both elements are equally important and if you can map these out and meet them successfully, the sales will follow.