What clients and prospective clients really, really want is a solution to their problem; they want someone to take away their current pain.
That means, before you can effectively sell your products and services you need to understand how and why your clients buy.
You have to have a great product or service that customers want. So, create one that fits what your customers want first. What they like, want or need is far more important than what you want to sell them. Design everything to suit your prospective customers, not yourself.
Everyone goes through a process when they buy anything. It’s called a buying cycle. Sometimes it’s a quick decision, others it’s a long protracted search for a solution.
Your customers go through their buying cycle when they've got a problem to solve or they have a want or desire that must satisfied. You must find out what their buying process is and how it works. Only then can you hope to make a sale.
In general a buying cycle has five stages:
Find out how your potential buyers identify and learn about the service providers they hire. When you know this you won't waste time, money and energy on marketing methods that don't have any impact on your prospects buying decisions. In general they seek out:
But, what factors influence the actual buying decision?
Once you have identified your target market you’ll need to make sure your marketing messages are designed specifically for that audience. Steer clear of being a generalist in any market. Instead focus on a small niche.
Remember that price is not always the determining factor in purchases it's the service and the value that you can give to your clients.
Success will come when you:
1. Follow me on Twitter / LinkedIn and let me know the business challenges keeping you awake at night that you want to solve. Click here to email. Connect with me, The Business Planning Coach on Facebook and Instagram.
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2. Grab a copy of my book The Grown-Up Business (paperback and Kindle). Get the tools and inspiration you need to go to the next level of wealth.
3. Work with me on your growth business to overcome the blockages, hurdles & problems that are holding you back. Join the community, email me with Let’s Get Started in the subject line or book a 30 Discovery Meeting using Calendly