Crushing Your Buyer Interviews - Parmelee Eastman - Hard Corps Marketing Show #50
Get the most out of your buyer interviews and crush your competition with these hard and fast interview tactics from speaker and President of EastSight Consulting, Parmelee Eastman.
You will learn how to use win/loss strategies and buyer interviews to drill down deep into your buyer’s behavior to better solve their problems and ultimately gain their long-term loyalty.
Takeaways:
Interview both the buyers you won over and the prospects that didn’t choose your solution to help you better understand what people value.
Surprisingly, price is not usually the deciding factor in why people choose to buy your product or service.
Win/loss programs generally return about a 30% return on investment.
Technology is always changing and ongoing. Understand how it’s changing and what you plan to do to keep up with it.
This is the very powerful message you should be sending to your customers, “We want to understand you better so we can serve you better.”
Create “battlecards” by taking what competitors are saying to your customer and creating responses to those comments.
Links:
LinkedIn: https://www.linkedin.com/in/parmelee-eastman-531a58/
Email: eastsight@verizon.net
Get the most out of your buyer interviews and crush your competition with these hard and fast interview tactics from speaker and President of EastSight Consulting, Parmelee Eastman.
You will learn how to use win/loss strategies and buyer interviews to drill down deep into your buyer’s behavior to better solve their problems and ultimately gain their long-term loyalty.
Takeaways:
- Interview both the buyers you won over and the prospects that didn’t choose your solution to help you better understand what people value.
- Surprisingly, price is not usually the deciding factor in why people choose to buy your product or service.
- Win/loss programs generally return about a 30% return on investment.
- Technology is always changing and ongoing. Understand how it’s changing and what you plan to do to keep up with it.
- This is the very powerful message you should be sending to your customers, “We want to understand you better so we can serve you better.”
- Create “battlecards” by taking what competitors are saying to your customer and creating responses to those comments.
Links:
Creators and Guests
Host
Casey Cheshire
CEO & Founder of Ringmaster Conversational Marketing. Casey Cheshire is a marketer, serial entrepreneur, and adventurer. He has been in EO for close to 10 years and counts his relationships as a key reason for his continued success. Casey’s passion for podcasting led to him founding Ringmaster Conversational Marketing. Ringmaster helps B2B businesses launch podcasts that drive growth and revenue. Previously, Casey founded and ran Cheshire Impact for 10 years. It became the top Salesforce Pardot marketing automation solutions partner in the world before a successful exit in 2021. He is also a US Marine Corps Veteran where he served in the Infantry and deployed to some very hot climates. In his free time, Casey likes to skydive, climb mountains, and pretend to be a hungry bear for his two kids.