Scenario
We all face perception issues. Customers think they know what you have to offer, but how many know the full range of your product and reach? How often do you hear a phrase like, “You’re not strong in Europe” or “You’re good with X, but we’re looking for more”?
To change customer perceptions and expand your opportunities, initiate a marketing nurture campaign
that addresses perceived gaps in your products and services. For example, send emails touting your new large international customers that are based in the UK. This campaign removes the need for sales reps to explicitly handle misperceptions. Instead, they can build on marketing collateral and expanded messaging to close deals.
Trigger
• A client references a perceived shortcoming in your product or service
Action
• Initiate a marketing nurture campaign that addresses misperceptions and gaps in customer knowledge