The Customer Buying Cycle
Stage 5 – Close
Turning a Prospect into a Customer
Once you have identified your most interested prospects, it is time to focus on turning that interest into a conversation and, ultimately, a customer.
With popcorn, you can move contacts through your sales pipeline as they progress. You can drag and drop contacts from one stage to the next and see their details, notes and activity in one place.
You can also use targeted emails and follow ups to keep other prospects engaged while they are making their decision.
When a prospect is showing strong interest, it is often time to pick up the phone. Because you already have a record of their activity and previous conversations, you can go into that conversation knowing what they are interested in and where they are in their buying journey.
Your sales pipeline gives you a simple, visual way to manage this process. As your sales process develops, you can easily adapt your pipeline to match the way you work and keep every opportunity moving forward.
What is a business thinking?
Businesses are striking while the iron is hot; this is the last stretch to convince customers to choose them.
A business can:
- Finish acquisition campaigns for customers
- Adjust prospect scoring to better suit possible customers
- Call to close a sale
- Initiate customer retention campaigns
Businesses need to persuade customers that they are the ones worth the customer’s time. Combining the intelligence you’ve gathered on the individual should make this process easier.
What is a customer thinking?
Customers are looking for reassurance about their decision to buy from you; a business needs to prove that decision will be worth it.
A customer is:
- Asking about competition
- Looking for reassurance
- Waiting to be convinced on value for money
- Cycling through competition to eliminate other possibilities
Customers want to feel secure in their decision. As soon as you give them a reason to feel secure, they are likely to accept you as their chosen business. Fail to answer any of their questions and they will fall back on alternatives.
See how popcorn has helped our customers
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