What Are Your Customers Waiting For?

Have you recently made a sales call and your customer said to you that they weren't going to engage with you because they were waiting to see what is going to happen with the economy? Well, what exactly are they waiting for? Are they waiting 1964 Topps baseball cards the Dow Jones Industrial Average to go above 10,000? Are they waiting for the price of oil to go to $15 a barrel?

It is fair for each of us to define the right set of metrics for how and why we make business decisions, but my question is this...how many people and/or companies have actually defined those metrics. If they have great, find out what those specifics are, and then track them for your client or with your client. When the strike price has been reached, you will be ready to move forward with your client. If they haven't identified those criteria then maybe they are just generally nervous. If this is the case then we can as true professional consultants, provide them with accurate industry donating car that will help them determine when they should re-engage and why it makes great business sense to do so. Make sure your facts are truthful, accurate and relevant and help them build a solid business case for moving forward. Hopefully, the date to proceed and engage will be sooner rather than later. If not, you might need to find a new value proposition for your products and services.

Either way, you will be better prepared to serve your customers by knowing when to work with them and when to wait for them. Ambiguity and uncertainty for you and your client will benefit neither of you.

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