How To Strengthen And Sustain Buyer Relationships Through The Great Reshuffle
Take this approach in your next engagement with a buyer — consider sharing what customers enjoy about your solution and dive into the challenges they face to spark meaningful and trustworthy conversations about whether your solution is truly a fit for their challenges.
Ask the right questions to understand the buyer’s role and responsibilities. Get curious about their unique situation and learn the challenges they face. What concerns them most? What would make their job easier? What are their KPIs? What would make them look good to their boss? Where do they have the most anxiety? Importantly, make sure you’re connecting with buyers on these topics frequently. Don’t assume that the priorities months ago are still the same ones today.
Beyond their specific day-to-day, there are many creative and impactful ways to support buyers. Offer industry perspective or introduce them to people in your network who may be able to help them be successful in ways that may not be related to your product. In adding long-term value for buyers, you will stand out from competitors who solely focused on their sales pitch.
To expand your influence, focus on warm introductions, which can be facilitated by your existing point of contact within the organization or by a mutual connection within your network. Even before Covid-19, impersonal outreach was a surefire way to not get a response and as The Great Reshuffle has shown us, the importance of relationships cannot be overstated.
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