Customers Just Aren’t That Into You

Customers Just Aren’t That Into You

Have you wondered what turns your customers off?

The folks at Handshakez created an infographic that provides some insight:

Customers Just Aren’t That Into You

  • Only 46% of forecasted deals close.
  • Customers can be extraordinarily fickle.
  • To get an engaged customer, you must delight and inspire them.

FIRST DATE: Content

  • Customers love engaging content.
  • 73% of B2B customers prefer “thought leadership” content to “advertising content”.
  • In a 140-character society, preference is placed on the brevity of text & the beauty of images.
  • Use videos, polls, info graphics and 3rd party thought leadership content to inspire customers.

SECOND DATE: Tools

  • The average sales email response rate is less than 30%.
  • The average sales mail response rate is less than 25%.
  • 50% of reps use Twitter & Facebook for business connectivity.
  • 72% of reps say that LinkedIn is more essential to their success than Salesforce.com.
  • After $75 Billion of CRM spend, companies have merchandized the customer relationship rather than enabled it.

Instead of “managing” customers, sales reps should be engaging them in public & private communities.

THIRD DATE: Process

  • 80% of reps say their best leads come from their own efforts (networking, LinkedIn, cold calling).
  • Only 13% of reps say that they need more training.
  • Which may explain why 60% say that the CMO should leave the company before the CRO.
  • Closed Won deals have 33% more customers as part of the process.

Build a big tent and invite as many influencers into it as possible.

Infographic

Handshakez_Infographic-Juntae-DeLane

Written by
Juntae DeLane
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