People buy what they WANT (desire, trendy, must have) and/or NEED (pain, gap, out of stock, etc.)
What you should think about is WHO needs my services? What pains or problems do I solve, or desires I fulfill .... and who has those pains or desires?
I think you need to start with the people. What do they need? Ask them. Can you conduct interviews or do surveys? Find out what their pain points are and see if you have the right problem/solution fit. Then you can move forward testing your product/service to determine if you have the right product/market fit. Through this all, stay in close contact with your potential customers to get feedback and make sure you are offering the right service.
There could not be a subtle answer to this question as the matter itself in here poses a question of what 'kind' or 'type' of services one looks forward to either produce, advertise, brand, publicize and make it known to the general public. And answering it in general terms or from a psychological point of view, there in most certain ways could be quiet a number of factors that could be held accountable to make things happen and achieve the target goal or objective you're looking forward to achieve.
Let me offer you what I teach my clients. In todays internet world we have well informed consumers. This means using 19th and 20th century methods do not work effectively. Here are a few key points:
1- Customers and potential customers will come to a moment of truth when they decide the problem is at a point where they want to take action to get a result.
Telling them they have a problem or worse asking them what keeps them up at night is the wrong question.
2- The formula I discovered that is used by the most highly effective business owners, salespeople. marketer's, leaders, consultants and coaches is this:
P+R=S Problem Plus Result Equals Solution...What is the point of offering a solution if you do not know what the problem is or the result the customer wants?
3- The person that asks the better questions wins most of the deals so my advice is spend time finding out what the real problem is then get the specific result they want. Then offer a solution that eliminates the problem and gets the result.
Remember what Zig said "You will get all you want if you help other people get what they want"
You are asking a very broad question, but it also sounds like you are asking the question backwards. Typically you develop your business services offerings around a current or future need that customers have. It is dangerous to establish a business and then try to influence buyers to use it. If the services and business model have merit, then influencing becomes as simple as making targeted buyers aware that your business/services are there to solve the problem that they have.
A better question is "What do I need to do to provide absolutely STELLAR, outstanding goods, products or services at such great terms that people will feel stupid if they don't use them"
You need a Mafia offer and outstanding systems to support it.
It's simple really. Put yourself in your customers place and work out what would WOW them...
Hope this helps.
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.
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).
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."
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.
Overwhelming them with service and results first whether or not they ever become your clients.
I'm using this approach and it is working. Just yesterday I received a call from one of them for me to help solve their problem. $1250.00 later we're in business.
Your Servant in Business & Life
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.
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.
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.
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.
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.
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
Dear Uma Joshi,
You Straight Out need to have the BEST product or service that exists and promote it as such. Depending on the product, it always needs to be affiliated with either a psychological or physical aspect.
Ms. Dale M. LeBlanc
Hi Uma. I agree with Bernadette and Jen. It's not about making them need your services, but about meeting a genuine need (known or unknown).
make him feel diffrent
when he buy this thig
and when we get it for him
so we must start from our self
find best of the best offer and qualitty with time and make us all time chel our clients and test our items to can know what time clients will need us and how we solve it so easy because we test it and but our self at same place to be
NO.1 for all time
to explane every word we will find lot of jops and lot of active but we can find time and make team work can do it .