I’m talking about your team. And not just the sales team — the entire team. Make gambling data philippine sure everyone who will be involved knows the customer’s needs, pain points, history, background, and onboarding process.
Make no mistake: this is a relatively new concept, popularized by customer success. Doing an internal onboarding brief not only makes the customer an integral part of the day-to-day running of the company, but it also aligns the team in a way that will allow for the proper flow and functioning of new ideas, less time for briefings, and overall a better-oiled machine.
Sailing a smooth ship is necessary during the onboarding process more than any other time in the sales cycle. Remember, the seeds of churn are planted early, because it’s walking the walk when it comes to making customer needs part of your company’s day-to-day to-do list.
►7. Gather data
Collect data, collect data, collect data. Whether it looks like website analytics, purchasing trends, typical sales cycle length, how the customer behaves in the general market, etc., collect data.
Why? For starters, elite companies attribute 68% of their success to data collection and analysis.
Face it: you might not have a clue about your customers’ needs, and that’s hurting your relationship with them and your own growth.
Data will also be your resource not just during the onboarding process, but beyond. Having baseline data to compare progress or failure will help you define your sales success. You need to constantly prove your value beyond the onboarding process, but to do that, you need to collect the necessary data during the onboarding process.
►8. Focus on the relationship
This isn’t a sale. This is a partnership. It doesn’t matter if the sale is a matter of seconds (buying a piece of clothing) or a couple of years (selling software to entire companies), but by selling you’ve created the opportunity for a relationship.
So how do you build a relationship? Assign account managers. Sign up. Follow, like, and comment on their content on social media. Call for progress check-ins. It’s simple, honest, no-nonsense communication. Trust is the antithesis of churn, and relationships build trust and show value.
►9. Communicate
This one is so obvious I almost don’t want to write it. Keep in mind that throughout every best practice above, communication and contact are necessary for success. Good, consistent communication throughout the onboarding process will be what makes or breaks your relationship with your client. Don’t leave them at the sale! Be with them during the initial stages of your engagement and make sure they know you’re available.
