Tweet

Why do customers Buy?

Written by: Winston Saga

Article Overview: Customers buy for various reasons

Why do customers Buy?

People buy products for different reasons. Some of the reasons are

1. Comfort
2. Safety
3. Security
4. Image
5. Quality
6. Price
7. Relationship
8. Emotion
9. Invention
10. Unique
11. Performance
12. Features and Benefits
13. solves personal and business problems


So when you are talking to customers you need to identify why they need your product. Based on that you principle you should give couple of features and benefits. Every customer has different needs and wants. For some Security is more important, while for others Image is more important. Analyse the situation and offer them the right solution.



Nobody buys unless they can see "what is in it for me" (W.I.I.F.M.)

In selling you need to create a desire, it is important that the customer understands how the particular product or service will benefit them.



Keep it simple and straight forward. Paint a picture of the product or service and then answer the customer's questions as they need to receive knowledge to satisfy their requirements to buy. Don't use technicial terms you can bore the customer and make a simple product more complex. Use simple term. Everything you say should be relevant, meaningful and expressed in the language of the listener.

Pride is a great motivator. Many clients will buy for image to gain greater respect.
Some buy in order to make money
Some Customers like to maintain the status quo.

80% Emotions is involved in the buying decision. The remaining 20% is based on Logic.


Winston Saga is one of the world's leading sales legends. He is also the CEO of Sales and Motivation International. Winston has been acknowledged as a unique and distinctive authority in the field of sales and personal development. Last year International Biography Centre selected him ''International Man of the Year'' for his outstanding contribution to sales and Service. He has written 100's of articles to magazine, journals and websites.

Visit his website www.telesalestips.com to learn more about the author.

Related Articles
  How to Generate Sales and the Danger of Vitamin C Deficiency
  Having Conversations with Prospects
  Sales Killers to Avoid
  Enhance Your Value
  Sales Prospecting for Sales Results

Article Tags:



Related Forum Posts
Re: Marketing to Wealthy Consumers - Hi Russell - lots of great ideas so far! I haven't seen talk about referrals yet though. It's the most powerful way to reach more wealthy consumers if you already have an established base. I'm assuming that your customers may be repeat clients but there is a long time period between purchases (they don't come every month for a new item). Have you tried any referral programs for existing customers or thought of a way to stay in touch with your customers on a regular basis so at least they keep your company top of mind?
Firing your customers - We all work so hard to bring on new customers and generate new revenue but sometimes certain customers are just too difficult to deal with and can be a drain on your time, energy, and resources. Have you had to fire a customer for bad behavior?
Re: Hi I'm new here - BIG WELCOME TO THE FORUM. I love it when someone other than Japanese is learning JAPANESE KAIZEN philosophy. And it's funny how Malaysian and Japanese are gathering at a Canadian entreprenuers forum. I've only worked for three companies in US after college, all Fortune 500. But they all care about shareholders and not so much about customers. They say they do, but not really from what I know as customer service and they nickle and dime from their customers feeling the pressure from their shareholders to make every quarter big. Companies here do many things to their customers simply "because they can". Sorry to get sidetrack as usual. Sayonara, Takuya
Product promotion strategy - I do not know whether domestic users are end-terminal user or not. We started the business by selling the product in local markets and the feedbacks was awesome. A lot of customers keep coming back for more and always refer another customers to try our products. Majority of our sales still come from domestic users. we have some commercial customers that sometimes refer other shopowners (mainly fish n chips shop or restaurant)to try our products; the feedback was great, that’s why my boss is very aggressive at the moment. Do you think cold calling is better at this stage to open our market to industrial and commercial users as well as resellers? or jus knock on their door or doing the traditional promotion?
Product promotion strategy - The effectiveness of our products is 200% Guaranteed. It is according to our feedbacks and the quality, reliability, efficiency and utility scale of the product. The product is not similar to any conventional products in the market at the moment. It could use to clean almost everything (include clothing’s) that do not contain Caustic Soda, Ammonia, Chlorine and Fumes. In short means, safe and do not work like bleach that damage the matter or fabric of the item being washed. Biggest Objection? I'm not quite too sure about what you are trying to ask here. If it for the product, it is fine. The product sell itself and I haven’t heard back from any of the customers yet. 99.9% of our customers came back for more and brought back more customers or buy for their friends n families. There were some customers that complained the products didn’t work. But majority of them didn't follow the instruction, and we convinced them to follow the instruction and they are happy again. If it for the business, I think the major objection or disadvantage for us now is the lack of business system, resources deployment and networking.


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

Ten Reasons to take Notes during Sales Meetings

Stress: What Causes It and How To Deal With It

Why We MUST Reinvent The Wheel

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.