Deb
« Home | Fashion Designer, A Trend Setting Career » | Best Treatment For A Dry And Sensitive Skin Care » | Copywriting Tips - How Research Can Help You » | 62242 » | Herbal Ecstasy Comments » | 50591 » | Adding Age to Your Model Car » | Fashion and Green » | Hobby Electronics Robot Kits » | Save Money, Buy Energy Saving Light Bulbs »
Tuesday, October 7, 2008
Why They Buy - Perception Versus Reality
Here's a bold exercise that will help you build a solid sales and marketing strategy Pottery Barn Library Shelf your products and services. Take a blank sheet of lined paper and prepare a list numbered from Gucci Watch Sale Discount to ten. Then write down ten reasons why you feel that customers buy your products or services. Don't edit or censor yourself. As each idea comes to you, write it down. You don't have to fill Knock Off Coach Signature Stripe Purse all ten reasons in one sitting. Leave the list on your desk and revisit it throughout the day.
When you have completed the list, draw a line through the first five reasons on your list.
Why?
The answer is simple. While the "why they buy" question is one of the single most Jc Penny sales tools, many people avoid using it. In order to solicit and make the best use of customer feedback, the Fendi 8bn156 Seleria Large Satchel Handbag White has to set pride and ego aside. When most people prepare a "top ten" list of the reasons their customers buy from them, they start off with the safe and easy responses from their comfort zone: "I have a great product. I'm a people person. My products Swaorski Crystals competitively priced."
As you move further down the list, you move closer to reality. Customers will consistently and eagerly tell you why they buy if you will only ask them. If you've established a quality relationship, they'll often volunteer the information without being asked. A client recently told me:
1). "You make this easy for me, and you have expressed it in terms I understand" (NOTE: Most prospects do not care for industry jargon or Laptop Computer Tote Bags words.")
2). "You are very organized."
3). "I like the "phased" approach that you take. It allows me to measure progress and see what I'm getting for my money."
Simply stated, the client explained why they are doing business with me and outlined their expectations for the future of our relationship.
If you go to your local book Large Oriental Rugs and pick up any contemporary sales book of merit, you will find words you've read over and over again:
"It's not about you."
A customer's perception becomes their reality. You initially influence their perception through your appearance, manner of communication, body language, and other factors. Once their initial impression has been formed, they have developed a Makita Usa rationale for why they should or should not do business with you. If you are truly committed to being successful, it is your responsibility to Versace And Swarovski understand this rationale. You are witnessing the Law of Reciprocity. If you don't like or agree with the feedback you are receiving, you must accept it as today's return on what you have invested of yourself. You must form a clear picture of the results you do want, and then you must take the necessary steps to provide a level of service that will generate those results.
"When the student is ready, the teacher appears." Let your customers instruct you and prepare for greater levels of success.
Michael DeAngelis is the Managing Principal of Michele Productions, a Silicon Valley firm specializing in Strategic Marketing Solutions that include Web Site Design, Digital Photography, and Desktop Publishing. You may contact him via his company's Web Site, http://www.micheleprod.com
Posted by bobbidmzmspy | 5:32 AM | E-mail this post 
Add a comment
Jun 6, 2008 Jun 12, 2008 Jun 16, 2008 Jun 26, 2008 Jun 28, 2008 Jul 4, 2008 Jul 11, 2008 Jul 18, 2008 Jul 20, 2008 Jul 23, 2008 Jul 26, 2008 Jul 28, 2008 Aug 2, 2008 Aug 6, 2008 Aug 8, 2008 Aug 17, 2008 Aug 19, 2008 Aug 21, 2008 Aug 23, 2008 Aug 27, 2008 Aug 31, 2008 Sep 7, 2008 Sep 12, 2008 Sep 14, 2008 Sep 15, 2008 Sep 16, 2008 Sep 18, 2008 Sep 20, 2008 Sep 21, 2008 Sep 22, 2008 Sep 24, 2008 Sep 27, 2008 Sep 29, 2008 Oct 3, 2008 Oct 4, 2008 Oct 7, 2008 Oct 10, 2008 Oct 19, 2008 Oct 25, 2008 Oct 26, 2008 Oct 27, 2008 Oct 29, 2008 Oct 31, 2008 Nov 1, 2008 Nov 2, 2008 Nov 3, 2008 Nov 4, 2008 Nov 5, 2008 Nov 8, 2008 Nov 9, 2008 Nov 11, 2008 Nov 14, 2008 Nov 18, 2008 Nov 19, 2008 Nov 20, 2008 Nov 25, 2008 Dec 1, 2008 Dec 2, 2008 Dec 3, 2008 Dec 4, 2008 Dec 6, 2008 Dec 11, 2008 Dec 15, 2008 Dec 16, 2008 Dec 17, 2008 Dec 19, 2008 Dec 27, 2008 Dec 28, 2008 Dec 29, 2008 Jan 1, 2009 Jan 9, 2009 Jan 14, 2009 Jan 15, 2009 Jan 17, 2009 Jan 21, 2009 Feb 7, 2009 Feb 8, 2009 Feb 10, 2009 Feb 14, 2009 Feb 15, 2009 Feb 17, 2009 Feb 20, 2009 Feb 22, 2009 Feb 24, 2009 Feb 26, 2009 Mar 6, 2009 Mar 10, 2009 Mar 11, 2009 Mar 13, 2009 Mar 14, 2009 Mar 15, 2009 Mar 16, 2009 Mar 17, 2009 Mar 18, 2009 Mar 19, 2009 Mar 20, 2009 Mar 21, 2009 Mar 22, 2009 Mar 23, 2009 Mar 24, 2009 Mar 25, 2009 Mar 28, 2009 Mar 29, 2009 Mar 30, 2009 Mar 31, 2009 Apr 1, 2009