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Synergy+ Customer Alignment
- 1. © 2017 Clavarium Consulting Limited Turn changing B2B customer behaviour to your advantage Here’s how . . . Customer Alignment helps you Work Smarter & Win Business © 2017 Clavarium Consulting Limited
- 2. © 2017 Clavarium Consulting Limited Research shows customers can be 67% of the way through their decision-making process BEFORE they talk to potential suppliers Awareness Evaluation Decision Status Quo Priority Shift Research Options Validation Choice Where does 1st. contact with customers happen now? B2B procurement is changing fast! Contact Us
- 3. © 2017 Clavarium Consulting Limited What information do customers need before they talk to you? How do you get on, & stay on, their mental short-list? The customer’s decision path is not a simple straight line! Think like a Customer!
- 4. © 2017 Clavarium Consulting Limited The better the information you provide meets their needs, the better positioned you are to win their business. Customers are looking for easy access to good quality information – before they make contact with you! Responsibilities Redrawn
- 5. © 2017 Clavarium Consulting Limited Are customers leaving you behind? Typically customers are being left to figure things out on their own. Not a good idea! The bigger the gap, the harder it is for customers to answer their questions, and the more likely they are to just move on!
- 6. © 2017 Clavarium Consulting Limited Close the Alignment Gap Nine ‘Hold True’ Statements: 1 – I see that you understand my issues / problems / needs 2 – I understand how you can help me resolve these 3 – I am clear about what working with you involves 4 – I know how to start the process / order solutions 5 – Ordering is simple / straightforward / quick 6 – The outcomes – What’s in it for me? – are clear 7 – I feel safe / secure in taking this action 8 – I feel that I am in control / have control 9 – I know that if I am not happy you will fix it Help your customer! Give them information that lets these statements ‘Hold True’ in their minds. It’s not about big budgets! It’s about information, and focusing resources – so the benefits are available to any business.
- 7. © 2017 Clavarium Consulting Limited Act like a Market Leader! Alignment Improvement 3rd....to....1st © 2017 Clavarium Consulting Step ahead of the competition. Think like a customer and re-shape the information you make available Narrowing the Alignment Gap keeps you on the customer’s mental short-list, and ahead of the competition!
- 8. © 2017 Clavarium Consulting Limited Don’t just take our word . . . Make it happen! “Customer Alignment – Work Smarter, Win Business, nails this service in 6 words. I have been completely blown away by the results . . . we are seeing more traffic that evolves into sales. This has been the most valuable purchase to us as a company and has taken us to the next level.” Operations Director
- 9. © 2017 Clavarium Consulting Limited Want to know more? Contact Us Read the book Synergy+® Customer Alignment Analysis is delivered as a short, fixed-price engagement so that you get rapid results with no open-ended commitment or unexpected costs. See more at: www.customeralignment.uk