How to get information from your customers without slowing down the sale

How--and when--to get information from your customers is problematic. How many web sites ask you more than you're willing to tell? How many of us use no@none.net as an email address for such sites? (Is it just me?)

Kristin Zhivago comments,

There's a conflict between the information you want to get from your potential buyers--in order to market to them effectively--and the fact that asking for that information can prevent them from interacting with your website or making a purchase. Asking for too much information too soon is like the owner of a retail store 'greeting' you at the entrance and forcing you to sign a guestbook before you can start shopping. Most people would decline and leave the store, which is exactly what is happening on your website--except you can't 'see' them leaving without resorting to in-depth web stat log analysis. How do you find out what you need to know without placing barriers in their way?

Read more in Revenue Journal :: How to get information from your customers without slowing down the sale.

Category(s): Sales Alignment
Steve Johnson

Steve Johnson

Steve Johnson was a founding instructor at Pragmatic Institute, a role he held for more than 15 years before he left to start Under10 Playbook. In his return to Pragmatic Institute, Steve supports the complete learning path for product teams, ensuring they are fully armed for success. 

Over the course of his career, Steve has helped thousands of companies and tens of thousands of product professionals implement product management processes. He has worked in the high-tech arena since 1981, rising through the ranks from product manager to chief marketing officer. Steve has experience in technical, sales and marketing management positions at companies that specialize in both hardware and software. In addition, he is an author, speaker and advisor on product strategy and product management.


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