Monday, September 14, 2009
Helping your customers get buying approval
Most of the time when you're selling something, your buyer needs approval to move forward. If it's a big-enough consumer ticket item, that approval may need to come from a spouse, signifant other, or even a parent. In a B2B environment, it's often the buyer's boss.
So what are you doing to make it easier for your buyer's boss to say yes?
How are you arming your buyer with tools to help him/her sell the purchase upstream?
Check out these examples of some awesome ROI tools salesforce.com has created to help their customers justify a trip to this year's Dreamforce conference in November. Their package comes complete with an already-drafted ROI letter for "buyers" to send directly to their bosses.
Could your customers use a similar ROI letter? What would that look like?
Might be worth thinking about…
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