Tweet

Know the difference between buyers and decision makers

Written by: Nilesh Shah

Article Overview: We often tend to focus more on the person who is probably showing interest in products or services you display or demonstrate and neglect the one who accompanies them.

Know the difference between buyers and decision makers

Buyer: A buyer is a person or persons who wants to purchase a particular product or products.
Decision Maker: A decision maker is the person who ultimately decides if the purchase is made or not.

A person can be either or both. Just because a person is shopping alone doesn’t mean they are both. They could be a buyer but the decision maker isn’t with them or vice versa.

We often tend to focus more on the person who is probably showing interest in products or services you display or demonstrate and neglect the one who accompanies them. Let us understand with this an example.

A couple hunts into mens garments and the gentleman trying various outfits on him. Your sales person is focusing on him, displays the garments your store have and pays no attention to the lady. Now, the lady is the one who is going to take the decision which suits his husband (means to buy or not to buy).

Instead of overlooking the lady, involve her while you offer garment to the gentleman and perheps ask the lady, “Don’t you think this will look good on him”.

Involving decision makers is a sure-step process towards closing the deal.

Related Articles
  The Best Way to Market to Business
  The Rise and Rise of Difference Makers
  Top Effective Decision Making Tactics For Managers
  A-Z of sales
  Does the sales model do what we need it to do?

Article Tags: closing the deal, decision maker, decision makers, garment, garments, gentleman, lady don, sales person



Related Forum Posts
Re: 12-Step Foolproof Sales Letter Template - This type of gimmickry might work in the quick hit consumer or internet marketing world, but do you really think this is going to help when you are selling to decision makers at a business? The full proof sales letter in the business world contains: 1. A quote from a customer that achieved results 2. Direct knowledge of the person you are reaching out to 3. A call to action that can give them the option of seeing how your offering makes a difference. This is a simple sauce that makes for great sales dishes.
How much time to you take off? - Well it's August - the time most people go away on vacation. It can also be one of the worst times to close deals with new customers as the decision makers are often out of town as well. Being entrepreneurs we tend to work overtime and the idea of a vacation is only a dream for some. How much time are you planning on taking off this year?
Re: How can I promote my site? - In addition to the other suggestions... * Start a podcast chatshow all about videos - from news about videos on your sites & interviews with the makers, to "how to" tips for would-be video makers etc. * Go offline and advertise or write articles for or post classifieds in video/animation/film magazines... * Press releases... * Solo ads in relevant ezines... * Make a whole bunch of lenses on Squidoo.com, one for each video on your site... Have you put a list-building strategy in place, by the way?
Re: answer this question - This is a good topic. I haven't done anything, yet, to seriously damage my business. I did shift gear though. It was the best decision I ever made. For me, affiliate marketing was not working. Making the switch to Network Marketing made all the difference.
Free Commercial Lending Seminar - Holding Seminars is also a great way to get people into your sales funnel. It's establishes yourself as an expert in the field and builds trust. You can use direct mail or advertising to get the word out about your seminar. A Listing with the local Chamber is also good as you'll benefit from the trust they have built with their members. Offer the seminar for free and remember to hold some sort of door prize to capture peoples contact information. This method will require some creativity from you as your dealing with the Commercial Lending market but take an angle where you will show decision makers (maybe over lunch) how they can save thousands of Dollars on their current loans.


Share this article with your friends. Fund someone's dream.

Leave a comment below or share on the left and you'll help support entrepreneurs in Africa through our partnership with Kiva. Over $50,000 raised and counting - Please keep sharing! Learn more.

Tweet

Newsletter

Get advice & tips from famous business
owners, new articles by entrepreneur
experts, my latest website updates, &
special sneak peaks at what's to come!

Name:
Email:

Popular Articles

Emotional Intelligence in Business

Online Business Ideas: A Look At Various Options

Halloween Howl Seven by Author Paige Agnew

Suggestions

Email us your ideas on how to make our
website more valuable! Thank you Sharon
from Toronto Salsa Lessons / Classes for
your suggestions to make the newsletter
look like the website and profile younger
entrepreneurs like Jennifer Lopez.