When you enroll a new client, their “yes” should be the beginning of something wonderful.
But it rarely is:
- 20% leave after 100 days: Using SaaS as an example here, if 70% of buying decisions are made based on feelings, but 20% of new customers don’t stay enrolled for even 100 days, what are we missing?
- Care decreases on “Yes”: The attention, energy, enthusiasm, engagement, and support during evaluation disappear all too often when a sale is made. Rather like a spouse that stopped trying after courtship.
- A sign of things to come: That’s all the evaluation process should be. We should expect more of the same following “Yes”, if not a greater amount of what led you to say “Yes” in the first place.
Ever bought something and wondered where the energy of the seller went afterward? Could you be doing that to those you serve?