Burning questions we sometimes get asked at eBoss, and relevant answers to close a sale:
We are often asked -usually prior to a new client signing up-, what the structure of our business is. Below are some of the more common questions:
1) Exactly how many staff do you have?
2) How many per department and who works in that department?
3) Where are they located?
4) How many clients do you have?
5) How many users do your biggest clients have?
etc
I acknowledge that these questions may be asked in good faith, and that the potential client may even think that the answers could help to make a buying decision,
But really, what the client wants to know is whether we are a reliable firm and whether we can honour our promises. This is what help clients to make up their mind where to buy the services they need.
So, rather than enter into a numbers war, and provide information which does not actually help clients decide about their course of action, we reassure them that we are able and prepared to meet all our promises and guarantee our commitments with sufficient staff and prompt service. And this is really what is useful for potential clients to know and helpful for them to make up their mind with whom to go. For example, we offer a 30 day money back guarantee on our subscriptions and on our web site we keep updated testimonials from our many satisfied clients .
In summary, we reassure our clients that we are a medium sized recruitment software company with enough resources to support our commitment to provide the best services for the product/service they buy, whether it be in the area of Support, Training, Marketing or Accounts.
This approach, we find, satisfies people and gives them the reassurance and guarantees they want when buying a service, while helping them to focus on the services they require and on making a decision to buy with the recruitment business most suited to their needs.
Comment made by gaurav on Jan 12th 2011 at 6:51 pm:
good one