What Are The Different Factors In Addressing Customer’s Needs?

Consistently high results in selling anything is about meeting customer’s sales process needs. Any stage of the sales process needs to feed into the next. Telemarketing Sales Leads need to fit in with the Sales Team’s specific requirements. Below are some ways that you address what customers need from you:

1 – You understand their mindset

Customers view different purchases in different ways. For example, someone may find the ordeal of buying a new car quite stressful and expensive and therefore approaches it as a necessary evil.

Conversely, someone may have literally spent their whole day thinking about what toppings and side orders they’re going to have because they’re just so darn excited about it! This is a pretty simplistic example because this book isn’t about understanding your customer’s mindset. 

2 – How they want to be talked to about the product/service you’re selling

The actual sales discussion partly depends on where it fits on the customer’s needs vs want scale.

Needs – Examples that fit closer to the need’s end of the scale include necessities like your utilities; generally speaking, people don’t want to talk in much depth about their electricity bill. As long as the bill isn’t outrageous and the lights turn on each day, that’s usually enough for a customer to be satisfied enough to sign up. These conversations can be much more matter of fact than sales processes closer to the want’s end

Wants – Examples that fit closer to the want’s end of the scale include things like purchasing works of art. For this, a customer would likely want to have a conversation that’s much more in depth to gain more context about it’s suitability to them

Again, 2 very simplistic examples. Conversations have much more complexity to them than the want’s vs need’s scale. The main point is that customers can have preconceived expectations of how they would be sold to, and this forms part of their decision making process.

3 – What information they do/don’t want from you 

This also leads on to what kind of information they’re expecting from you as part of the sales process. Whilst this also greatly varies from person to person, but you can also see particular products and services as more or less ‘technical’ a sale. Good Telemarketing Sales Leads are here to find out this key information ahead of time. 

4 – How you present the information

Which neatly leads us on to how you present information! Apart from tenders, most customers aren’t asking for your life story from a proposal. In fact, overly detailed or poorly presented proposals can be a huge turn off when it comes to picking a company. 

Why? Because it makes it really hard for them to get the information that they need. Generally speaking, customers need to answer questions which are things like; 

• Can I trust this company to turn up every day and do a good job?
• Am I confident that they will keep the standard that I want them to without any of my involvement?
• If something does go wrong, how quick and easy will they make solving the problem?
• Do they fit within our budget? If not, does the above value they bring outweigh the cost when compared to other quotes I got?

Fact is, most customers will simply glance at the proposal that took you hours to create. As such, your proposal needs to tell them all the general important headline info from a glance

5 – How you follow up

Given the choice, customers would rather not have to think about changing. It may seem a little alien to you, but customers can be well aware that they need to change their supplier but left to their own devices, probably won’t do anything about it. With so many other things to sort out, they find it hard to dedicate the time to sort it out.  

This is where you come in. Your job is to help them systematically answer all of the questions that they have about you and your company. Your job is to make it incredibly easy for them to tick all their boxes on:

• Level of detail
• Communication method
• Value for money

Being proactive in your follow up is a good thing because you can help them to answer all of the questions they have, so that they’ll give you an answer. Do this via email, phone, schedule a 2nd meeting, whatever it takes to help them answer all of the questions that they have. Make sure that your Telemarketing Sales Leads feed into this by ensuring that your Sales Team have the right contact information.

Looking for more Telemarketing Sales Leads?

We hope you found this blog useful about meeting your customer’s sales process requirements. If you are looking for more Telemarketing Sales Leads, you can find out more here. You can chat to us 24/7 as well if you’d like. Simply pop open the window in the bottom right corner.