Sales Formula
Customers need a certain amount of momentum to move through the entire purchasing process. This tool will help you see where your customers are slowing down.
Consider your various customer segments and honestly evaluate your sales cycle from the customer's perspective.
Perceived Need for Product:
1 2 3 4 5 6 7 8 9 10
Perceived Want:
1 2 3 4 5 6 7 8 9 10
Urgency to Buy:
1 2 3 4 5 6 7 8 9 10 (very urgent)
Effort Required to Buy:
1 2 3 4 5 6 7 8 9 10 (lots of effort)
Effort Required to Use Product:
1 2 3 4 5 6 7 8 9 10 (lots of effort)
Affordability:
1 2 3 4 5 6 7 8 9 10 (very affordable)
Perceived Credibility of Business:
1 2 3 4 5 (very credible)
Number of Past Interactions with Business:
1 2 3 4 5 6 7 8 or more
(This includes viewing advertisements, talking to sales reps, making purchases, etc.)
Customer Momentum
| : | ||
| Acceleration | Deceleration |
As a rule of thumb, it's best to have a 2:1 ratio or better. To adjust the factors, click here.