Synopsis
Knowing what triggers people to purchase products or services from your business is easier to identify when you know what triggers their need or want for what you do. The more precisely you understand the when that drives their decision to buy, the higher the probability you’ll be able to repeat and refine the critical success factors for your business.
Until you know what triggers people to buy from you, it’s hard to make more money
If your business has visibility and is well known, your problem then becomes one of helping your target customer see the value of your solution. They know you have a solution, but they need to gather enough information to determine if it represents the best value.
The primary challenge with conveying value is how it is an individual thing. Maybe your target customer values the speed of the transaction. Or, maybe they have all the time in the world, and they value only the price. Or, they might only value the product if it comes in pink.
You make conveying the value you offer easier when you know when people need what you do. Most business leaders get caught up on what they do, while the marketing people concentrate on the who, and the finance people are stuck on profits. They fail to realize and appreciate that knowing the when is the best way to lower the investments needed to make more money.
The when for any business refers to the purchase decision “trigger” that leads someone to consider making a purchase. When is even more important than the who in achieving the perfect definition of your target customer if many people can benefit from what you do.
The who is matters most when your product appeal has a small base of potential users. From the big-picture view, most everything you do in your business will key off of who or when, as reflected in the following figure:
Knowing what triggers people to purchase products or services from your business is easier to identify when you know what triggers their need or want for what you do. The more precisely you understand the when that drives their decision to buy, the higher the probability you’ll be able to repeat and refine the critical success factors for your business.
When people need what you do has a significant impact on your ability to earn acceptable profits with cash reserves in the bank on your sales. Failing to know when people need your products and services results in wasted leads, lost sales, and less cash in the bank. Click here to appreciate how the surest way to generate sales is when your customers need your product and services “right now.”
Do you know when people want what you do?
When people need what you do has a significant impact on your ability to earn acceptable profits with cash reserves in the bank on your sales. Failing to know when people need your products and services results in wasted leads, lost sales, and less cash in the bank. Click the link below to appreciate how the surest way to generate sales is when your customers need your product and services “right now.”
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