Customer Experience Library - Tip #10 Prove the Value Before Asking for Commitment

So you’re on a first date.

Your counterpart says something that intrigues you over the appetizer.

You go in for the close… “Would you marry me?”

Wait. What?

You might not get how this relationship thing works.

There are levels to this.  Movements. A progression to work through the nuances and contention points. 

So maybe buying a product shouldn’t be compared to a marriage relationship - it’s not that intense. 

But an exchange happens within the context of a relationship. 

So how do you prove yourself worthy of a relationship.

Show some value. Show some interest in the other person.

Then invite them to take the next step. 

Second date. Then meet the family. Then a formal event. And over months of trust building, then maybe, just maybe you can pop the question. 

So it’s up to you to define what the second date or third, fourth and fifth interactions look like for you business. But either way – treat it as a relationship. Treat it as a trust building exercise.  And at the end of each engagement, ASK them to take the next step – hopefully an invitation to purchase is just the push they need.   

And usually people are not willing to take the next step unless you’ve proven the value to them ahead of time. Until you’ve earned their trust.  Now, maybe this means you give away a bit of your product or service for free. Maybe this means you offer a free analysis, or a no-commitment detailed Scope of Work.  Maybe you can show them one or two similar clients you’ve helped transform into success stories and the similarities you see in them.  Either way, be comfortable putting yourself out there, proving yourself worthy before asking for the next step, and don’t jump right into marriage before you’ve defined the second, third and fourth dates.  This is how relationships and business works.

#customerexperience

#designthinking

#customerjourney