Is your product easily found by your ideal buyer with the problem you uniquely solve?
When the ideal buyer finds you, do they take a next level look at you for the right reasons? Are they qualifying themselves in?
When they take that next level look at you and the problem you solve do they leave tracks, so you can learn about them and their problems?
As the ideal buyer is qualifying themselves in are you:
- Presenting though leadership?
- Demonstrating the value of solving the problems you are solving?
- Providing examples of the deployment process?
- Taking the risk out of solving this problem with you?
- Telling stories about how other’s problems were solved and the value they experienced by working with you?
- Presenting short-term and long-term value options from this relationship?
- Making next steps clear, easy and low risk?
When the buyer is ready can they easily connect with you for a “should we consider doing business and if so what does that look like” conversation (face-to-face, virtual, chat, seminar, etc.) or do you have a partnering way to reach out to them? Does this conversation explore the buyer’s problem, the cost, and the value of solving the problem with a partnership?
Does this conversation lead to a Joint SOW (Scope of Work) that takes the conversation concepts to the deployment level with roles and responsibilities for both organizations with intentional outcomes to achieve? When this is completed, all details clarified, and the work plan solidified, is it converted to a contract and executed?
Every step of this process is about setting ideal buyer expectations regarding a compelling problem to be solved (compelling problems solved produce a corresponding value for both parties), then agreeing to a contract including value transfer upon final outcomes.
In today’s transparent world controlled by the buyers getting ideal buyers to opt-in and partner to create the SOW, the contract and the deliverable is the best way to move a product into the market and continuously improve it.
Without the process, the seller must hope:
- They are talking to an ideal buyer.
- The buyer hears what the seller was trying to say.
- The buyer understands and can apply what they heard (right or wrong).
- The buyer understands the same problem the seller is positioned to solve.
- The buyer has thought through the real cost of the problem (whatever problem they are thinking about).
- The buyer can accurately preview the value of solving the problem (whatever problem they are thinking about) with the seller’s product.
When a seller can solve a compelling problem of great value don’t leave the communication process to luck. Intentionally clarify and refine the outcomes required, the relationship and the value of the solution to make the next steps about value given and received.
You would not leave an important medical procedure to casual conversation and luck. When you are building a once in a lifetime home you won’t hope the builder interprets “once in a lifetime home” the same way you do.
Don’t leave your problem-solving product to “hope” and “good luck” – build a process to make sure everyone gets and gives great value for the good of all concerned.
Make sure your process transfers all the value the product has to give.
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