In this Season 5 episode 8 we discuss the Buy stage in the Powerglass Pipeline. 

Concept 1 - The Prospect is going to buy from you!  -  Money will change hands. Make sure the purchasing experience is hassle-free. Head-off buyer’s remorse and highlight why this purchase benefits your customer. Communicate your onboarding support and next steps immediately. Use a welcome video, customer success manager, daily emails.

Concept 2 - Welcome Process - Take these steps with your new customer. 

•A new customer loves to be welcomed and appreciated for their purchase

•You need to send outreach from various people in your company thanking them for their business. Salesperson, Executive Leaders.

•Use Email, phone, thank-you note, a small physical token for the person or their team (deliver milk and warm cookies).

•Introduce their purchase point person and on-boarding team.

Concept 3 - Setting Delivery Expectations - As you are building your new customer relationship:

•Clearly communicate your product/service delivery expectations

•Delivery is one of your first acts with your new customer and will set the tone for this phase of your relationship.

•Detail your customer onboarding process, identify the steps, and responsibilities on both sides and contacts.

•There will be potentially new people from the customer side taking delivery, using the product/service, requesting support, etc. - Identify them and introduce your team.

Concept 4 - Creating Delight - as you begin to onboard your new customer, look for opportunities to delight them.

•What ways can you create delight at the time of purchase?

•Apple is famous for their unboxing

•“fanfare, confetti, ballons”

•Do something memorable that is social media post-worthy

For more information head to www.targetoutcome.com/powerglass-pipeline and look for the special Powerglass Pipeline Playbook offer.