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.
Few suggestions:
- When you say your customers like your product, how do you know that.
- I would recommend asking customers specific questions that correspond to the strengths and features of your product, e.g. 'Are you concerned with your on-premise costs of HW maintenance ?' while you're addressing this issue with your product.
- You can add to these questions, assertions that other customers you spoke with highlighted issues such as '...'. Your prospect would empathize with such pains
Bottom line - don't start with product & features, ask your customer about their pains and 'match' your product to address these pains
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.
