On episode 167 of The Journey to $100 Million Podcast, listen in to Kevin as he shares with you the common fears a client may have before and after a sale. These fears arise with any business, and we have dealt with them at Array Digital on multiple occasions. These fears that clients may have, are both real and imagined. Your client may be imagining some of these fears, but at the end of the day, these fears are still in their head.
In the first 90-days of signing, a client is on edge, and they are looking at every single thing that you are doing. These new clients are very particular, easy to make mad, documenting everything, and are looking for you to mess up. The key to these fears, is to be aware that they exist. As a sales person, your goal is to close the sale, and hand them off to the operations team. Obviously, you still stay in contact, but the operations team are the ones communicating after the sale, meeting with the client, and doing the work. Because of this, it is essential to let your operations team know about these fears. Here at Array Digital, we have taken the initiative to let our operations team know about these fears that our clients may have after we sign them. We want our team to be aware, sensitive, and communicate on a regular basis.
Some fears include: spending too much money, being taken advantage of, or mistrusting us to provide the correct services. They also want to be sure that they are not going to be embarrassed by the decision that they made. These decision makers are surrounded by their peers, or may have VP or CEO that they have to answer to. If their decision goes down the drain, they are going to be embarrassed because they are the ones who made the decision. In some cases, it could lead to termination of the decision maker.
Theses are just the most common fears – there are plenty more out there. When you think about your business, think about some of the fears your clients may have, and remember these fears will remain with them for the first 90 days after they sign. Come up with a plan and process to make sure these fears are eased, and talk to these clients to make sure that things are good to go. Create a process for these first 90 days, and stick to it!