We know for a fact that customers like our product. However, after the demo, customers stop communicating. How do we make sure that the customer communicates? We have a mutual plan for success.
Some "dumb questions"...
- You qualified for budget and buying authority...did you qualify for Need/Want?
- Did you...Ask For The Order...after the demo??
- Have you found out why they didn't buy after the demo?
- Did you discover if they had seen anything similar beforehand, or if this was their first look?
- Did you give them an Expected Next Step, announced before the demo?
My suspicion is that you educated them, and then they went off to find what you offer at a lower price or with better features...now that they're all educated on what to look for.
