So if you have closed the sales, what’s the next step you can do for your customers?

Or, if it is a new sales call, what ONE key action you could do to engage with your prospect’s interests?

In this competitive industry, it is getting tougher to be seen as different from your competitors. Therefore, today’s selling requires you to invest time to show how much you care for your customers’ interests.  Educating clients is not an optional support activity but a reinforcing action that helps to secure credibility and build customer relationship.

Prospects and customers can feel your sincerity in helping them through your attitudes and behaviours. If they appreciate your effort and find you a good fit in their business requirements, they will respond positively to your solutions.

5 tips to educate your prospects and customers in the right ways

1. Sharing your area of expertise.  Credibility is an essential quality of consultative sales.   Share with customers your expertise when clients ask you for help to solve a specific problem or challenge.  Keep the sharing of expertise as an ongoing process.  In cases where clients do not expect future problems and issues, your sharing of expertise at the right time could trigger actions to prevent problems from developing. 
2. Educate with business cases. Provide business cases that could be relevant to your prospects and customers. This will generate their interest and inspire them to respond to your cases, or to ask for more information from you that ultimately improves customer engagements.  Tell them what your next action is, to help them further and explain how your offering has uncovered some roadblocks and help transition that the prospects and customers would like to be.
3. Provide good content consistently. Think about the value of your content and its relevancy to your prospects and customers. Share valuable information and interesting insights such as the clients’ market and new customer trends that concern your clients. You can send relevant content such as industry surveys or whites papers that are useful to your clients’ business situations.
4. Reinforce to customers what they buy is the right option.  A follow-up sales service to ensure clients are getting the good support from you is an assurance of the next buy.
5. Help prospects and customers make good decisions.  Guide prospects and customers through the complex process of decision-making. Your job is to communicate the value proposition that improves a prospect’s receptivity and openness at each stage of the buying behaviours to consider your solutions versus your competitors for their desired outcomes.

For instance, we design people development roadmaps that focus on training solutions to help clients further develop or strengthen their capabilities for business growth. Therefore, we share information associated with training interventions of specific topics that are useful for the clients’ roles and functions.

So, instead of waiting for clients to ask you what your next best solutions and improved benefits are, why not take the initiative to give them a call, share your expertise, send them relevant content and be part of the synergy to build capabilities required by your prospects or customers.