Selling to Different Customers
Selling to Different Customers
The real benefit of a website as a marketing tool is the ability to speak to all types of different customers at the same time. The visitor to a website has the choice to read, view, and click on the sections that interest them most. This allows you to create multiple paths to a sale to cover all of your bases. Each customer should be able to get all of the information that they need to make a buying decision so they can actually make that decision.
So how do you achieve this? Well first you have to understand what motivates people to buy. Decisions can be broken down to logical and emotional or a combination of the two. Some customers make decisions based on numbers, some customers make decisions based on features, and some based on image or other people using the product, while some will just pick arbitrarily based on name, colour, or packaging. The key is to try and understand why customers choose to buy your product or service and get each of those messages across to them. If you are only selling to one type of customer on your website, then you are leaving sales on the table. By simply changing the information that you provide to appeal to more types of customers, you will find an increase in your sales.
Selling to Different Customers - To learn more about this author, visit Max Kalles's Website.
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It is important to realize that each customer will make their buying decision in a unique way. Not everyone needs to see the same information. Some make decisions spontaneously while others will do a lot of research. Most marketing materials and websites are designed to attract or sell to only one style of customer, and this is usually the same style as the person who created it. If your website only speaks to one type of customer, then that is the only type of customer that it will work for.
The real benefit of a website as a marketing tool is the ability to speak to all types of different customers at the same time. The visitor to a website has the choice to read, view, and click on the sections that interest them most. This allows you to create multiple paths to a sale to cover all of your bases. Each customer should be able to get all of the information that they need to make a buying decision so they can actually make that decision.
So how do you achieve this? Well first you have to understand what motivates people to buy. Decisions can be broken down to logical and emotional or a combination of the two. Some customers make decisions based on numbers, some customers make decisions based on features, and some based on image or other people using the product, while some will just pick arbitrarily based on name, colour, or packaging. The key is to try and understand why customers choose to buy your product or service and get each of those messages across to them. If you are only selling to one type of customer on your website, then you are leaving sales on the table. By simply changing the information that you provide to appeal to more types of customers, you will find an increase in your sales.
Selling to Different Customers - To learn more about this author, visit Max Kalles's Website.
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Dave KurlanDave Kurlan is the founder and CEO of Objective Management Group, Inc., the industry leader in sales assessments and sales force evaluations, and the CEO of David Kurlan & Associates, Inc., a consulting firm specializing in sales force development. Dave has been a top rated speaker at Inc. Magazine's Conference on Growing the Company, the Sales & Marketing Management Conference and the Gazelles Sales & Marketing Summit. He has been featured on radio and TV, including World Business Review with General Norman Schwarzkopf, in Inc. Magazine, Selling Power Magazine, Sales & Marketing Management Magazine and Incentive Magazine. He is the author of Mindless Selling and Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. He created and wrote STAR, a proprietary recruiting process for hiring great salespeople, and he writes Understanding the Sales Force, a popular business Blog and is a contributing author to The Death of 20th Century Selling and 101 Great Ways to Improve Your Life, Volume 2. - Visit Dave Kurlan's Website |
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Linda RichardsonLinda Richardson is the Founder and Executive Chairwoman of Richardson, a global sales training and performance improvement company. As a recognized leader in the industry, she has won the coveted Stevie Award for Lifetime Achievement in Sales Excellence and she was identified by Training Industry, Inc. as one of the “Top 20 Most Influential Training Professionals.” Ms. Richardson is credited with the movement to Consultative Selling and is the author of ten books on selling and sales management, including Sales Coaching — Making the Great Leap from Sales Manager to Sales Coach, and Stop Telling, Start Selling. She teaches sales and management at the Wharton Graduate School of the University of Pennsylvania and the Wharton Executive Development Center. Linda is a frequent speaker at industry and client conferences, has been published extensively in industry and training journals, and has been featured in numerous publications, including The Wall Street Journal, Forbes, Nation’s Business, Selling Power, Success, and The Conference Board Magazine. Learn more about Richardson's sales training and performance improvement solutions at http://www.richardson.com web - Visit Linda Richardson's Website |
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George LudwigGeorge Ludwig is a recognized authority on sales strategy and peak performance psychology. An international speaker, trainer, and corporate consultant, he helps clients like Johnson & Johnson, Abbott Laboratories, Northwestern Mutual, CIGNA, and numerous others improve sales force effectiveness and performance. Though it's George's strategies and processes that help corporations increase productivity and performance, it's his tremendous energy and dynamism that spark the transformation. Again and again, clients remark on his amazing ability to unleash human capacity and inspire men and women to break out of their comfort zones. The result is a whole new type of salesperson. His customized presentations teach achievers to make stunning advances in their lives. From helping salespeople realize cherished dreams to helping corporations exponentially accelerate revenue streams, George Ludwig leaves audiences and individuals empowered, emboldened, and clamoring for more. George is the best-selling author of Power Selling: Seven Strategies for Cracking the Sales Code and Wise Moves: 60 Quick Tips to Improve Your Position in Life & Business. - Visit George Ludwig's Website |
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 Max Kalles (Visit Max's Website) Max Kalles is a certified internet consultant and conversion marketing specialist with WSI. He has presented at internet conferences around the world, and his workshops and seminars have helped hundreds of business owners improve the results from their website. If you would like to attend a virtual or local seminar please visit www.si mplifytheinternet.com
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