Over the last month or so, I’ve shared some information with our readers related to our methodology, journey to our goals, and how the faith and flow of God live in our business moment by moment to trigger momentum. I do believe this is all for the glory of our Lord and Savior.
Today, I want to go a bit deeper by sharing the journey of our customers. First, none of our customers take the same journey, however, there is a logical, high-level path that we follow as it relates to our mindset and view of the pain points that we learn initially about our potential customers. Second, by following a path based on our history of serving customers for over 12 years, the pain points that we solve typically fall into these simple categories:
- They currently have no CRM
- They have a CRM but don’t use it
- They have a CRM they use but it’s jacked up
This is a snapshot of our audience. Over the course of time, we have a very well-crafted set of solutions that fall within these three categories that we can easily replicate, modify, and/or enhance for each new customer. And, yes, there are times when we must go “off-script” to offer something unique and unseen historically. For these instances, we are still following our Influence formula.
What does the journey look like with WhiteRock? We have solutions but the journey is about the experience and value that our customers need – discipline, knowledge, expertise, organization, and great project planning. Briefly, this is the journey that we adhere to via a consistent process:
Suspect
The buyer doesn’t know WhiteRock, but our ideal customer identification process helps us match a suspect that has attributes of our current customers.
Interest/Impression/Influence
Our potential customer has demonstrated these attributes in our marketing message on a channel in which they have a recordable event in our system that notifies us at the right time based on a measurable quantity in our system.
Engagement
Our potential customer takes the next step by communicating with our sales development team in several channels and methods.
First Meeting
Our prospect agrees to meet with us so that we learn about their pain point and whether we can solve it based on priority, budget, and similar mindsets. Can we work together to resolve the pain point?
Sales Qualified Opportunity
WhiteRock and the prospect are aligned, and we will discover, price, plan, and propose the solution for acceptance.
Onboard and retain the customer
WhiteRock works to perform with excellence and assures that the value received by the customer is equal to or greater than the price paid.
WhiteRock continuously works internally on our instance of Salesforce to help us drive and deliver a consistent solution so that we keep our customers forever. Our customers are the brains of our organization because they stimulate improvement for us to deliver better continuously. Our team is the heart of our company. They drive with passion to always provide the experience that we would expect related to key systems that help with tough decisions and strategy.
Can we help you with this? I’d love to set a strategy session with you to discuss your unique needs.