CX = Client Experience
CX, or client experience, provides marketeers like you embarking on pitch meetings after going through the first steps in our Business Accelerator Wheel, with a deeper understanding of the value you need to present. In selling, you need to give significant attention to your client/customer’s experiences in order to understand their needs.
One size never fits all. You should be tailoring your presentations, texts, calls, etc. to your client’s personality, generation [one of five], and need. What works for one may not work for another. Be ready to answer these questions in the preparation and pitch stages to refine the value you offer:
What kind of commitments does the buyer expect you and your firm/company to make?
What are the buyer’s expectations in terms of a rate structure?
What are the expectations about winning verses settling; completing the deal or letting it go?
What are the buyer’s needs arrayed across a broad spectrum of potential uses?
Why has a competitor bested you?
Have you customized each approach, remembering that “one size does not fit all”?
By asking and researching these questions yourself and with your team, you will be taking advantage of CX = Customer Value and that value will be acknowledged and accepted.
