I want to highlight three important questions that buyers are asking themselves right now. Knowing how to deal with these three questions will help you attract and retain more customers.
1. Should I Engage?
The first question that buyers are asking themselves right now is, “Should I engage?” Do they want to engage with you because they see that your value is aligned with them? Do the results you say you can create match the results that they want to achieve (their objectives)? And is your value front and centre? Is it obvious to them what that value is?
2. Do I Have Time?
The second question is, “Do I have time?” If there is anything people are short of right now, it’s time. As a result, the simple question you have to ask yourself/answer for your customers is, “Am I making this easy for them?” No one is going to do business with someone who’s making the transition more difficult.
3. Am I Confident?
Lastly, “Am I confident?” Are they confident in their ability to make a smart decision? Is engaging with you a risky or safe decision? What does their community say about you? What proven value can they see that will help them build confidence in themselves?
Proactively address those three crucial questions and you’ll indeed be on your way towards attracting and retaining more customers.