How do you set the right expectations and build excitement for new customers?

Create excitementy by telling stories that customers can relate to. Use real-life examples and link them to customers' challenges. Make them wanna change the current situation by describing the implications of doing nothing and paint a picture of a better life with your solution.

Be optimistic and ambitious, but do not lie. Break down the process of achieving the desired outcome into SMART steps. Use your internal resources to make it reality.

To set the right expectations and build excitement for new customers, it's important to communicate clearly and honestly about what they can expect from account management support, product, and service post-sale.

Here are a couple of tips:

• Be transparent: Provide clear information about what your product or service does, what it doesn't do, and any limitations or requirements. If you've crafted a strong enough business case through the discovery process this will be used as your anchor point post-sale and if the pain is real; your solution will drive the excitement itself!

• Use Social Proof: Share relevant customer testimonials, case studies, and reviews to show how your product/service has helped others in similar verticals with similar challenges.

• Offer Trial or POC: When used effectively in the sales cycle this will expedite the evaluation process, and elevate conversations throughout the organization. This requires effective discovery and identifying success criteria prior to conducting the trial or POC but once completed you'll find the energy within the prospect's org has leveled up considerably.

• Provide Excellent Customer Service: Be responsive, helpful, and friendly from first interaction through post close to build trust and confidence in your brand. Always summarize meetings via email for customers within 24 to 48 hours post-call, introduce them to a broader group within your organization (never lose alone), and set the expectation early on that they can trust you'll tell them if something will work or won't work.