Practical Sales Training™ > How To Keep Your Clients Happy > The Think Ahead Effect
What is it?
The Think Ahead Effect is all about anticipating the needs of your buyers and making suggestions / providing information that will be of value.
Why does it work?
It works because it makes your buyer feel like you actually care about them and are actually paying attention- you’re not just in it for the money. By thinking ahead, anticipating needs and making suggestions or sharing advice, you are helping your buyer to achieve their desired outcome and perhaps also educating them as to what comes next and what to expect.
How can you use it?
Depending on your offering, there are a couple of ways you can implement this. The main goal is to help your buyer move closer to their end result faster (whether this means buying more from you or not).
1 – Advise what other people did or bought when they were in a similar position.
2 – Ask/remind/advise the buyer about the other things they might need.
3 – Provide resources that are useful to the buyer on their journey.
Example
Not quite thinking ahead in terms of meeting buyer needs, but this is an example of something that has been though through and they have “predicted” your behaviour. Virgin Atlantic Upper Class (First Class) famously have cute little salt and pepper shakers which, on the bottom of them, say “pinched from Virgin Atlantic” as a nod to say “we know you are going to steal them 😉
See also
