Why Your Prospective Customers Are Swiping Left
In sales, getting your solution into the hands of prospective buyers can feel like navigating a high-stakes dating game. You’ve got the product; they’ve got a problem and budget (well, sometimes). So why aren’t they swiping right and choosing to buy your service?
They’re Dating Status-Quo
Is the biggest objection you’re hearing is that your solution falls into the “nice to have” category? In the grand scheme of budgets, “nice to have” gets cut fast. If buyers don’t see an immediate, pressing problem that your product solves, they’ll sit on their hands and keep dating “Status-Quo” because your product isn’t swipe right material.
The cost of inaction impacts to 40-60% of B2B SaaS of deals to be closed lost.
Get them to Embrace Change and Swipe Right
Your job as a seller is not to convince but to be influence and be a guide for the buyer. They don’t know what they don’t know.
And how do you do that? Customer Obsessed Storytelling.
Repeat the following mantra after me, “Customer Success leaves clues.”
Look at the Clues
Research – listen to or read transcripts from Customer Success calls. Collaborate with Customer Success and Product to segment based on time to adoption and/or usage; who are the raving fans that can articulate the value and impact the product/service is driving for them?
Work with marketing on messaging. Pro tip: Work smarter, not harder! This is a great AI use case. Upload the transcript(s) and ask Chat GPT to summarize what the customer values. Have a sales enablement team? Ask them to automate this and serve up messaging and stories monthly. Folks, the data doesn’t lie. Patterns will emerge that will help you tell compelling stories.
Share these success stories of similar companies that moved from “nice to have” to “must-have” results. Focus on outcomes that buyers can relate to. Use data-driven success stories where possible to illustrate the risks of standing still. Uncovering a blind spot makes them the hero in the story.
The best sellers come with a strong point of view and customer stories to back it up.
When prospects see real-world proof, they’re more likely to view your product as the swipe right date material and see this as a problem worth solving right now.
Buyers aren’t swiping left because they don’t like your product. They’re swiping left because they haven’t been given a compelling reason to swipe right—yet. Change the narrative. Come with a point of view and customer-centric stories that they can relate to and want to kick status-quo to the curb!
