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.
Some very good responses in this thread already. The key is to find the people who want or need your services. There are many simple and effective ways of doing this, and the key is to use Google research as a starting point. How many people are searching for your services every day? What keywords are they using to look for those serves? Then you can use those keywords to get in front them with a blog, or website, or article, or video or whatever - pointing them back to your website so they can see what you have to offer. Of course, there is a bit of art/science in creating compelling copy that will get and maintain their interest, and in structuring your offers to them so they can begin to interact with you easily, but in simple terms, this process is the basis for alleles and marketing activity on the Web.
I am a big follower of Seth Godin. If your services are valuable to the success of a project then buyers will connect, if they don't bring value and you are having to push them onto customers then it will always be a struggle. Listen to what your customers want and build your services to meet those needs.
The short answer is that you cannot make people need your services. You should identify the kinds of people you think might need whatever it is you are offering, and then find a way of testing your assumption that they do. It may be they like some of your offer, but not all of it. Testing will enable you to refine your services so that you can be sure that people will buy it.
Before influencing buyers mentality to go for services you are offering most important is to attract them what kind of services you offer. Without attraction u cant influence.
Before you ever start a business you need to have a clear idea of who wants the product or service. While Edison is remembered for his light bulb, he also had a patent for a concrete piano which clearly had limited appeal! In knowing who wants your product or service you should be able to visualise them. You need to know age, gender, what papers they read, where they shop, what cars they drive etc.
Now you can go about informing them in ways that will reach them and which will appeal to them. In doing that I have four tips; interest them, describe the problem you solve in their terms, show them your solution and then provide a clear cal lot action.
Just remember, for any start up business ask yourself what problem you are solving and who WANTS that problem solved.
Understanding your target market is critical. Also, gaining as much customer intelligence is important to understand their purchasing/usage trends and being able to predict what the customers might want, but not know it.
It is nice to reply that, you have to go through history report of servy on that service what you want to go for public.
Else you have to obtain service of market research and devlopment who might suggest you appropriate demand of your service.
Then, so many process would need to apply for pull attention and interest.
I think if you look at your question a little differently you will find a way to grow your business. If you look at your products and/or services to determine what problems they solve, you can than focus on clients who have those problems. The greatest lesson I ever learned in sales was "find out what someone wants and give them that solution and you'll never have to sell a day in your life."
Uma, if you are looking at new customers, establishing a need with your customer base is the most important step to creating a connection. It is about appealing to the emotions of the customer - whether it is what they will gain (success, productivity, happiness) or potentially lose (failure, frustration, burden). Uncovering and understanding the need will open the door to allowing you to present why you can solve the need. It is only when you have made that connection, you then need to deliver (customer satisfaction) and then the opportunity will be available to continue to serve the customer (repeat business) or provide other services (cross sell).
Establishing your business is one of the best times to understand and attract buyers who are interested in your services.
I find that one of the best ways to do this is to invite them to share their ideas about your services with you. In doing this, you are encouraging them to be honest in their ideas and suggestions in a way that will enable you to know their level of interest and if there is anything for you to change in your service offerings.
By inviting potential buyers to provide their ideas about your services, you will know how well you are satisfying the marketplace and if there are any refinements so that you can begin to make sales.