When will the customer buy?
|
| Tweet |
|
Free PDF Download Don't operate like a Cave Man.... - By Bob Janet |
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.
Related Articles
|
Free PDF Download Don't operate like a Cave Man.... - By Bob Janet |
|
About the Author: Bob Janet RSS for Bob's articles - Visit Bob's website ooks and CD’s at http://www.BobJanet.comBob Janet uses 40 plus years of face-to-face selling and marketing experiences as owner / operator of wholesale, retail, manufacturing and service businesses, combined with his unique content loaded, fun-entertaining audience involved keynotes and seminars to help owners, sales professionals and sales support staff increase sales and profits by gaining and retaining their most profitable customers. When everyone else tells you what to do to increase your sales and profits...Bob Janet shows you how!! See all Bob's sales growth programs and top selling sales / marketing books and CD's www.BobJanet.com Bob Janet Bob@BobJanet.com 800-286-1203 www.BobJanet.com Click here to visit Bob's website. Use What You Got An old refrigerator will show you how to INCREASE YOUR PROFITS FREE Advertising Its out there People Shop Price They Buy Value They dont put as much in the sandwich But I keep going back |
Related Forum Posts
Share this article. Fund someone's dream.
Share this post and you'll help support entrepreneurs in Africa through our partnership with Kiva.
Over $50,000 raised and counting - Please keep sharing! Learn more.
Trending Articles
|
|
|
|
|
|
|
|
|
|
|
|
Like this page? PLEASE +1 it! |
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!
Get advice & tips from famous business
owners, new articles by entrepreneur
experts, my latest website updates, &
special sneak peaks at what's to come!
Popular Articles
Productivity Leadership - Part Four 'Development'
A guide to running and attending meetings
3 Primary Reason to Become An Entrepreneur
Productivity Leadership - Part Four 'Development'
A guide to running and attending meetings
3 Primary Reason to Become An Entrepreneur
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.
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.







