buying process

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Selling More | Extraordinary Business

How your customers buy and how you can get more of them to buy from you

 
Mechanic with Motorcycle at Repair Shop
It is interesting when you think about the marketplace; there are lots of buyers and lots of sellers. There are even lots of sellers of the same products, but customers will choose one seller over another consistently, but not every customer will choose the same seller; they purchase the same product from different sellers for different reasons.
Have you ever seen a business that seems to be doing things reasonably well – or very well – that suddenly changes the way they do business? How did that impact your thinking about that business? Perhaps it made you more loyal if the changes were those that appeal to you. Alternatively, you may find that you no longer wish to do business with that business.
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Selling More

How your customers buy and how you can get more of them to buy from you

It is interesting when you think about the marketplace; there are lots of buyers and lots of sellers. There are even lots of sellers of the same products, but customers will choose one seller over another consistently, but not every customer will choose the same seller; they purchase the same product from different sellers for different reasons.

Have you ever seen a business that seems to be doing things reasonably well – or very well – that suddenly changes the way they do business? How did that impact your thinking about that business? Perhaps it made you more loyal if the changes were those that appeal to you. Alternatively, you may find that you no longer wish to do business with that business.

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The Price/Value Matrix

Your customers purchase from you, or from anyone or any company for that matter, because they have a need or a want, that is a given. You will hear until the cows come home that you must sell your product or service to help your consumer overcome whatever their pain is. The greater the pain, the greater value they place on overcoming that pain. You can see that every time there is a gas shortage; the prices for gas go up.

When looking at our company, the problem people come to us with is how to overcome their obstacles to growth, whether that is through sales, marketing, changing their business model or creating an expansion plan. The pain they have is the obstacle. However, notice there is another dimension – they want to get to a better place. So it isn’t a single message or single desire that they would have with us. Either approach has been appropriate to win new business.

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