Chapter 3

Do features that sell also make customers stay?

Tính năng giúp bán có giúp giữ chân khách?

The chapter's question

Which features help me sign, and which help customers stay?

Big idea

The features that win contracts and the features that win renewals are usually not the same.

In this chapter

  1. Part 3.1

    Features in the Proposal

    Which features are often asked about at purchase but rarely used afterwards?

  2. Part 3.2

    Retention Features

    Which features do loyal users use every week?

  3. Part 3.3

    Reports for the Client's Boss

    Do reports for the buyer force employees to enter extra data?

  4. Part 3.4

    Balancing Both Sides

    How do I serve the buyer without making users' lives harder?

The reading for this chapter is inside Conan School

This chapter has 4 readings, with case stories and exercises. Chapter 1 of The Buyer Is Not the User is free to read right here.

Read in Conan School

Chapters of The Buyer Is Not the User

  1. 1.Is the customer one person or a whole department?
  2. 2.Is the person who signs the person who uses it?
  3. 3.Do features that sell also make customers stay?
  4. 4.Is building for one big client still building a product?
  5. 5.Do customers leave in the last month, or day one?