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When will the customer buy?
Written by: Bob JanetArticle Overview: Your customers will buy from you when they perceive: Your price is fair The risk of purchasing is low Their gain is high Your JOB… Giving the customer the proper perception
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When will the customer buy?
your customers will buy from you when they perceive:
Your price is fair
The risk of purchasing is low
Their gain is high
Your JOB…
Giving the customer the proper perception
But first, you must determine the 3 perceptions concerning your business:
3 Exercises
1. The perception you want the customers to have about your business.
Determine the perception you want your staff and company to give your customers and prospects.
Get input from your staff. You may discover the perception they wish to convey is different from yours.
2. The perception you think the customers have about you and your business
3. The perception the customers have about you and your business
Survey your customers and prospects, the more the better, and discover the perception they really have. Have people not directly associated with your business do the surveying. We use college students. Make your survey questions easy to answer.
Now you know the perception your prospects and customers really have of you and your business. And you have determined the perception you want them to have. All you have to do is create a plan to change and/or create that perception.
Many times customers and prospects have a different and usually lower quality perception of your business because of a lack of clear explanation on the part of the business.
An old story, but great example:
Two well meaning young men in their late 20’s stood by the side of the road holding
up a very large sign that said,
“The End is Near! Turn yourself around now before it’s too late!”
They planned to hold up the sign to each passing automobile.
The first driver looked at the sign and sped by.
From around the curve they heard a big splash. “Do you think,” said one of the men to the other,
“we should just put up a sign that says bridge out?
No matter how great your products and services are, unless your customers and prospects perceive you as their best alternative through their perception that…
You charge a fair price
Their risk of purchasing from you is low
Their gain will be high
… you will not maximize your sales and profits.
Extraordinary Customer Service: Where Does It Begin?
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How to build customer loyalty
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100 Ways to Succeed #85
Article Tags: automobile, bridge, business survey, college students, curve, exercises, job, perception, perceptions, prospects, risk, survey questions, surveying, young men
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About the Author: Bob Janet RSS for Bob's articles - Visit Bob's website  Click here to visit Bob's website   FREE Advertising Its out there When you hear Your Price Is Too High Double Your Sales Opportunity Does Fall Into Your Lap Shout it from the rooftops |
Related Forum Posts
Re: Politeness!
- I sometimes find that people these days will actually go out of their way to be rude when filing a complaint. For instance, why can't a customer just say a simple "no thank you" rather than writing in an angry tone or making threats?
Of course the customer is always right, so as professionals we have to suck it in and be the bigger person... but is there a better way to deal with rude clients?
When I used to work at McDonald's, I recall the store manager actually yelled back at the customer who shouted profanities at a teenage employee since the order was taking so long. While the store manager didn't use any vulgar language, he still firmly told the customer to leave the store because he wouldn't serve someone who was so rude.
Starting A Business
- go get a customer! you can have a great idea but if you don't have a customer you'll never be successful. Build a product / service around someone who will pay you for what you can offer! It's the best way to build a business.
Re: Politeness!
- [quote="Kevin":2sd46jnv]I sometimes find that people these days will actually go out of their way to be rude when filing a complaint. For instance, why can't a customer just say a simple "no thank you" rather than writing in an angry tone or making threats?
Of course the customer is always right, so as professionals we have to suck it in and be the bigger person... but is there a better way to deal with rude clients?
When I used to work at McDonald's, I recall the store manager actually yelled back at the customer who shouted profanities at a teenage employee since the order was taking so long. While the store manager didn't use any vulgar language, he still firmly told the customer to leave the store because he wouldn't serve someone who was so rude.[/quote:2sd46jnv]
I think that this is the right thing to do. Nobody should have to put up with rudeness or abuse even by a customer. If the customer cannot behave in a decent manner, I would quietly tell them that until they can treat me with respect I would prefer not to deal with them. I have been in that position and will not allow anyone to behave badly to me. In fact people will only behave badly towards you if you allow it.
MichelleJ
Important tips for online business
- 1.Traffic. Without traffic, you have nothing. It is like having a store where nobody walks through the door. Without traffic, there is none to buy your product.
2. Your Sales Letter. This is where you sell your product. It is of vital importance that you have a sales letter that converts, and you should work on it continuously to increase conversion. Otherwise those prospects that you have got to your website will just leave and go somewhere else.
3. Your list! You should continuously be trying to build your list and your network. It is easier to convert a qualified prospect into a customer, and an existing customer in to a repeat customer.
Hope this helps guys!
Re: Get Improved Sales Optimization
- Great Information Jason!
As per the online business perspective, every user looking for relevant information and user friendly website structure. You can also provide 24hr customer support to make your customer reliable and easy.
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