We solve a problem for people in the workplace. Our services have to provide a solution that people find helpful and are willing to pay for.
Factors that influence that decision: level of desire or distress, ability to build rapport, knowledge about the problem, proven track record, expert in the field, recommendation of trusted people, cast a vision of possibility, visual results, ability to add value before the sale
If your prospects have not bought the problem that your services uniquely solves, then buying your services is left to chance.
Factors influencing buyer's mentality:
• Credibility - Prospects must see that you understand their world & issues
• Unique POV - If you sound the same, you'll be treated as such
• Economic drivers - You must understand impacts to their business
• Why change, why now? - They will follow your lead..if you don't provide a
compelling reason to change, they won't
A customer will buy a service if it fills a need or solves a problem. Find the need or problem, and design your service to address it. Offering a service that does not address a known need or problem is a very tough sell.
Offer a service that is a necessity, like insurance, instead of a luxury, like a nail salon.
You must know who your people are first.
Knowing your market requires getting into heir heads, their emotions, their beliefs, their locations, their budgets, and how to reach them.
You must foster the emotional needs that your market is wanting/needing. Then you can frame what it is you have to say. Then you must foster all the means for reaching them.
You NEVER do this backwards, it's futile. Know your market first, then you will find them.
I think you have a it backwards. You need to offer a service that people NEED. When you provide something people need, they will seek you out. You can't make people need what you are offering.
I agree with Bernadette.
When you are looking for what drives a buyer mentality to purchase a products and/or a service you have to look at these factors
1) Is your service addressing an emotional pain point that will solve a problem they have?
2) Have you done the research to make sure your service can address this pain point or points a potential client has?
3) Have you went through the entire process of purchasing your service from start to finish to make sure it is easy for a client to purchase and use?
4) How is your customer service and sales people? Have you tested to make sure there are no issues?
5) How quickly can a client receive your service?
These are just some of the factors you need to access to make your service will deliver what your clients are looking for. From there it comes down to marketing your service in a authentic way that provides true value. The message has to be addressing exactly the points the clients want to see above
1) It solves their problem.
2) It has done it for other people. Social proof.
3) There is no challenges through the process.
4) They can obtain the service quickly and easily.
5) There is support if they need it.
6) User experience, meaning it was a great experience purchasing your service from start to finish.
Good luck with your business Uma
No matter what type of business you are in, you can't be "everything to everybody". What you need to focus on is clarifying exactly who is your IDEAL customer. Your ideal customer is the person or organization that has a genuine "need" for the products and services that you provide. For example, if you were in the carpet cleaning business you would be confronted with the problem the virtually every home and every office have carpeting. At some point they will all need to have their carpeting cleaned. However, that may not be for another 5-10 years. While everyone on the planet is your potential customer, you can't wait years to get customers. The reality is that you need work right now TODAY! So who is most likely to need your carpet cleaning services today? Who ever that may be is your "ideal" customer. Who needs their carpets cleaned more often or regularly? Clearly, it would be people who have high traffic areas and/or high soilage factors. Airplanes would be a good example or the offices of industrial companies. Perhaps hotels. Now apply this same process to your business and rethink who you should be marketing your product or service to. When you start targeting your ideal prospects, you will start gaining more and more loyal customers.
All buyers are influenced quite simply, either pain or pleasure. The greater the amount the more likely a purchase (pain is stronger). Get to the pain of not having the service and you have a chance if you know how to use that to sell. Selling your company features without that will not likely get you far.