Insights into customers buying decisions - increasing the win:loss ratio
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from local business coaches
When deciding which company to invest their money with, customers are concerned with three things - cost, trust, and relevancy. Giving your customers concrete evidence of all three is the best way to win the work, because it makes the customer's choice easier when they have all the information they need. The next step up from giving your customers the evidence is to give them the evidence in efficient and innovative way. Here are some ideas on presenting your evidence in the best possible way.
Cost
Your quote is evidence of cost. Presenting your quote well with these key elements for excellent quotes is a great place to start - regardless of whether you quote verbally or formally. Of course, we also know that cost is also about competition but a comprehensive presentation of the cost is also a huge part of the buying decision.
Trust
Trust is slightly more complex. Luckily, by keeping your promises (like making appointments on time) and using your Service Central feedback as evidence that previous customers have had a great experience with your business, you can give your customers that concrete evidence that they should trust your business. An extra step on top of this is to display your Star Rating Certificate in your office or to take a paper copy to your prospective customer that they can keep.
Relevancy
Prove that your business is relevant to the job at hand by showing your customers evidence of past work that's similar to the work they're asking you to do. Many businesses have a portfolio of work already, as this is a great way to give your prospective customer evidence. You can display photos of your work on your Service Central profile, but you can also think about these innovative ways to display your portfolio of work too.
Business Coaching Quotes
from local business coaches
