It is important that new customers and old customers are treated differently to meet the goals of the company. A new customer is someone that you want to entice, challenge, and prove yourself to. Your goal is setting yourself apart and challenging the others in the game, while also challenging the customers’ “status quo”, or the norm that they feel they have without your business.
With an old customer, however, it is important that you are doing the opposite of challenging. You want to make them feel safe, understood, and remind them of why they chose you. If you challenge a customer that has been loyal, you will increase their chances of looking elsewhere by 10-16%. It is important to remember that your goal is not helping them see past their status quo – because you ARE their status quo now – and you want them to be as comfortable in that decision as possible.
For more information, please visit: https://corporatevisions.com/selling-techniques/
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