Whether it?s worth changing their existing preferences to consider what you?re offering.Reduce Obstacles that Make Customers Walk AwayImagine a typical sales process that takes eight-steps, from the time the person steps into [...] But with all the effort spent finding more business, it?s easy to forget that getting buyers to come in is easy compared to building a long-term relationship with the ones you have (your ?known? –Dr. And just because the deal?s complete, don?t relax. Anything that cuts customer bail-out goes straight to the bottom line.Keeping Customers is Much Easier than Getting New OnesYellow Pages ads are primarily a tool for acquiring new customers (your ?unknown? market). market). What percentage of your potential buyers taking the first step make it through to the last one? What are the odds she?ll be in a hurry to come back?Online, seventy to ninety percent of those who start to make a buy don?t complete the process (abandoned shopping carts, etc.). These interaction points represent higher risk to sellers, because that?s when buyers are is most likely to reconsider or flee.Anything that breaks the steadily building momentum puts the sale at risk. gives you an advantage, while showing respect for buyers.) Do they add extra aggravations or increases the likelihood of them walking away? Solving the ?glitch? What could be done to make interaction points less risky or annoying?
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