What are the reasons you will give to customers to buy your product/service?
My future plan is start up a firm in product & service based one. So, this question will help me in better understanding about the market & customer needs.
The only reason a customer will buy from you is because you have shown them that you are the best solution to whatever problem they face.
Simplest form of marketing is to ask the market what it wants and give it what it asks for.
If you are able to provide and demonstrate value to your customers, they will buy many times from you.
You have to listen and research. And listening doesn't mean necessarily in the 1st person. Online now there are many different listening tools that will help you interrogate your target market and find out exactly what it is they need. Once you have listened extensively, only then are you qualified to speak to the customer about how to satisfy their need.
The only reasons you will give them are definitive answers to the problems they are facing now. You must be a GREAT listener first and define your strategies based upon if your company can directly solve their needs!
In order to get customers to purchase a product and more importantly keep a need for the product/ service you need to narrow down who you want the product to reach first. Teenagers wont usually buy the same product as elderly men or women so that is a huge beginning step. Secondly, market it for everyone in some way. You dont want anyone to be turned away before they even give the product a chance just because of how it may seem to be. Make it intriguing to many!
Have to ask this question. How well do you know your prospect/ customer?
Some of the best sales people do not really sell. The just provide certain product to certain people that they feel might help them. This happens with building relationships.
There are Five Ws basic in information-gathering. Search for the same in Wikipedia might provide a good place to begin with. Also remember when you start any operation start small then grow the same.
Hope the same helps. Best of Luck.
It is important to take cues from the customer and find out where they are in the buying cycle. Sometimes they don't know about the category. Then you need to generally educate them. During the discussion, you should find out through questions what is important to them. Then explain how your product hlps them in the areas they have identified as important.
If it is an established product.. I will talk about how the Consumer/clients trust the offer product or service
but if it is a new product, I will specify the features and explain them to explore the new product / or enthusiastic service.
We stock 100% recycled paper and extend our discounts from buying large quanties to clients that buy small environmental printing orders from us.
Quality and service.
Often price is not the most important if you can deliver perceived quality. Think about quality in terms of time-savings, results (tangible) or social (recognition).
Service: Quick, honest and being available.
All from the customers' perspective. First the customer, then you. If the customer is happy, you will make money and if lucky, get referrals.
That's a tough one! The be-all, end-all of all business questions. And likely the reason you will succeed, or fail in your business ventures. People for their reasons, not yours. They will buy from you because they like you, yes. But, not because of what you're selling.
You have to ask them questions, and walk through their process, their concept, WHY they are talking with you, and in most cases they will talk themselves into, or out of, buying from you because you set up the conversation and then let them control its outcome. Therefore, they feel like they controlled the "sales process" and gave you a decision they were happy with.
It is not about you or your reasons. Your job as a sales professional is to qualify buyers and uncover their buying motives. If your product or service cannot satisfy their motives, they are not qualified to buy from you. Maintain the relationship for future opportunities and move on.
You need to understand how we make choices. We believe we are rational and make choices mentally. Businesses might do that but people don't. Reasons back up how we feel. We can come up with a reason for anything and we do.
Good TED Talk on this. I have all my clients watch this. This will help you.
Businesses can be less emotional and structure how choices will be made.
In the hierarchy of choices we look to those identified or perceive as the authority in their field and marketplace for advice, counseling and leadership. This is nothing new. It is how we have been for hundreds of thousands of years.
I do not give my customers reasons to buy from me.
Customers do not want to be told why they should buy. Customers want help solving problems and will pay for results.
I believe my job is to get to know my customer, discover their needs and desires and exceed those expectations.
Good luck with your future firm.
It is energizing to see young entrepreneurs come into the business scenario over the years. The timing is no better than now, given the change in the government status that would only catapult your ideas to success.
As for the reasons you are looking, it is termed as UVPs (Unique Value Proposition) or USPs (Unique Sales Proposition). This is comprised of 3 questions:
a - I pay my customer to take my product/service - why would he accept it?
b - I offer my customer my product/service at my cost - why would he try it?
c - I now expect my customer to invest in my product/service - why would he risk it?
These three aspects of my USP for the customer to accept, try, and risk should all result in a significant ROI. Even if we were to pay him, he has to take time to execute it which is an internal investment, let alone the changes he has to make in his infrastructure to integrate it. So in all 3 scenarios, especially, the last one he had better receive a significant ROI.
Now, even if he has the ROI he has never experienced before, does the implementation of the product/service relieve his business processes of a key constraint?
a - If the answer is "Yes," then you have a fighting chance to get an order assuming competition is no match with your truly established USP.
b - If the answer is "No," then you have a strategic fighting chance for a future order assuming again that competition doesn't come around and eat your USP later.
So some key aspects:
1) Product/Service should focus on relieving customer's business constraint.
2) Product/Service should have a significant ROI regardless of who sponsors it.
3) Product/Service should have an USP that it truly unique and not a me-to-entitiy.
Hope this helps you.
Dr. Shree Nanguneri
First see if there's a need; qualify with questions to establish customer interest and then propose a solution to a specific need, then resolve any objections. The reasons to buy are directly related to the solution(s) you propose to their need.
If you sell to the masses, you'll live with the classes. I heard this quote years ago form a self-made millionaire in the 70's name Dexter Yager and always kept it in my mind. If you want to be successful in sales of a product, you need to meet the needs of many.
Brian is correct. What is important to you, may not be important to your customer base. If it isn't you will either have to figure out how to make them believe they cant live without your product or you will have problems.
Bottom line is you have to know who your customer is going to be. also is there a true need for your services.
You have to give them reasons that are important to THEM. One of the first things a professional salesperson does is to uncover the customer's wants and needs and then tailors his/her presentation to those wants and needs.
Customer's buy for their own reasons, not ours. Remember the old axiom, "Telling isn't selling." Selling is matching what your selling to what the customer wants/needs to buy.