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Customers - Why Should They Buy From You?

There are a whole range of reasons why customers buy aproduct or service. They usually buy to solve either real orperceived problems. They want to move away from pain andtowards pleasure. They want to feel better after having madethe decision to buy a product or service than they didbefore.

Customers will buy from you if you meet these criteria.However there are other reasons they will buy from yourather than your competitors.

1 - If they think you're an expert and a specialist

2 - If they think you're product or service is better

3 - If someone tells them to

Let's look at each of these in turn -

#1 Customers want to know that you understand them and theirbusiness. It therefore makes a great deal of sense tospecialise. Work in a niche and become known for it. Forexample - If a customer is in the hospitality industry andthey know that you specialise in the supply of hygieneproducts to that industry; then you're more likely toreceive a call from them. They know that if they raise aparticular problem with you then you'll understand.

#2 It makes sense to say that, people will come to you ifthey think your product or service is better that yourcompetitors; so you've got to make sure they get thatmessage. And it's not all about selling - customers will form animpression of your product or service by the image youproject. I'm sure you've heard the saying - "you never get a secondchance to make a good first impression."If you want to draw customers to your business rather thanyour competitors then everything about it must make a goodfirst impression. You - your business name - business cards- your people - vehicles - stationary - web site - leafletsand brochures - everything and anything about your business.I recently passed a delivery truck from a local bakery. Itwas the oldest, dirtiest vehicle I've seen in a long time. Idon't thing I'll buy any of their pies.

#3 Customers will come to you if someone else tells them to.That someone will be one of your unpaid sales-force who saywonderful things about you and your business to otherpeople. They may be someone who has met you, has been impressed withyou and what you have to say. Or they may be an existingcustomer or client who has experienced your superb customerservice. They might just be someone who has heard about howgood your products and service really are.

Discover how you can generate more business without havingto cold call!Alan Fairweather is the author of "How to get More Saleswithout Selling" This book is packed with practical thingsthat you can do to - get customers to come to you . Click here now

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