Creating Customer Buy-in
Imagine that after studying your customer’s problem, you’ve come up with an innovative solution. The challenge is the more we think of our solution as being brilliant, the more likely we are to oversell it. Next time you have an idea, product, service that’s out of the ordinary, ask: What if…? For example, “What if we had a way to…? Then wait for the customer to verbalize the possibilities. Further ask: “What would be the value of that?” Again the other person continues to sell themselves. Asking what if shifts the ownership of the idea to the customer. When that happens, you’ve literally created buy-in.
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