If your company hasn’t implemented this long-term safeguard, nearly half of prospects say they won’t sign a long-term contract.
The measure customers are referring to is called a “sustainability initiative.”
Nearly 90% of managers have a “sustainability initiative” in place, according to a Material Handling Industry of America study.
More importantly, 42% of buyers claim they’ll only consider signing a long-term contract with companies that have such a plan in place.
All of which leads to the question, “What on earth is a sustainability initiative, anyway?”
Sustainability is a term that refers to a company or business’ ability to maintain long-term viability. It’s become increasingly important to b2b customers, given the volatility of the current economy and the risk involved with making investments.
With that in mind, it may be helpful to develop a sustainability statement salespeople can include in their presentations to alleviate prospects’ concerns.
Source: “The State of Sustainability in Material Handling,” by David Butcher.
