You could likely learn a thing or two from those flyers you get in the mail – they are not looking for the first sale, they are looking for the second sale. Traditional “Getting the sale” thinking is transactional in nature. It doesn’t lay the foundation for a long-term relationship with your buyer.
Your strategy shouldn’t be all about the first sale. It should include what happens after that – what happens in the second sale.
In order for you to develop a strategy that includes second sale thinking, there is one thing that is critical to understand: Your buyer’s journey.