The buyer’s journey at this stage has reached that of Advocate – and everything you have done to this point now pays off handsomely.
If you have been taking care of your Customer – making sure your product or service has continued to work for them, being there to help with new situations and just generally caring – you’ll find that the relationship has evolved from less of a buyer-seller relationship into more of a partnership. You are in reality a partner in helping that company succeed.
An Extension of Your Company
It’s important what costumers say when you’re not in the room – to their friends, associates, and people in similar positions at other companies.
Just as you’ve become an extension of their company as a partner, you’ll find that they become an extension of yours as an advocate. Because they have gained so much success from your products, and because you have provided outstanding help, they now sing your praises to others.
This is worth far more than just being a reference or writing a product review. For it’s the recommendations you don’t hear that count. It’s what they say when you’re not in the room – to their friends, associates, and people in similar positions at other companies.
If you think about it, you yourself would only advocate for someone who had made your life better in some way. If you’ve done that for your customer, then they, too, will be an advocate.
The more this is put into practice in your company, the more customers will eventually become advocates. What if all of them were? You’d never have to spend another penny on advertising, would you?