The search for profit It’s virtually certain that this is an important factor in all buying decisions! The danger can be in believing that it’s always the only reason. So, look at the other factors shown here, and assess what impact they might have. Also, within the “profit” area, there are a range of factors to consider, and grade in order of importance:
# What level of return on their investment does this company expect from any funds they allocate?
# Are they interested in what you are selling - in terms of it having a positive effect on their other costs e.g. staff, premises etc - by increasing Customer base or sales?
# Is the profit to be gained by increasing the speed of stock turnover? How can you show that your products will help them achieve this goal?
Can you sell to "pride"?
Where appropriate, you can use this as a reason for going ahead (you might not present it as number one; and you’re likely to suggest the idea quite diffidently). But, especially if you are selling quality products or have a "famous" brand or company name - some potential Buyers might like to be "seen" to be using you - or offering your products to discerning Customers Also, the pride might be more generalised – in their company as a whole (how it’s developed and expanded; its position in the marketplace); the company’s reputation (as a market leader, for top-notch Customer service); even the quality, loyalty etc. of the staff. Can you tie what you are offering into this "picture" they have of themselves?
In the second of these articles, we'll look at three more reasons that can motivate a Customer to buy from you
Customers What Makes Them Buy From You Part One - To learn more about this author, visit Gordon Veniard's Website.
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