Tuesday, January 15, 2008

Knowing your Market/Product

Just Like Walmart you should know who your customer is.

When it comes to buying products or services, it is all about choices. Any potential customer that you will have, chose to buy your product or service.

You have to remember that any prospect that you may have wants to know what you have that will benefit them. The prospect does not have your interest at heart, they just want to know why they should consider buying what you are selling.

When I was in training as a salesperson, I was taught that selling is nothing but problem solving. When you have a product or service to sell you should ask…How can I take care of a problem or what needs does the prospect have that I can fulfill? What are the advantages to your customer or how will they benefit from what you have to offer them?

A customer’s experience from owning your product or service is more important than the actual commodity or service itself. People are looking for a rational reason to buy due to the fact that their emotions may be stronger than their logic to buy.

It is your responsibility to know why people buy even better than they know themselves.

Your prospects are human beings with human needs. It is up to you to ask pertinent questions to find out how to appeal to their basic human needs to create a maximum impact. Hone in on the one thing that will create a positive response.

It’s not sufficient to point out a need. The more urgent and emotional the need the more likely your prospect is to respond.

How you approach a prospect and communicate with that prospect is just as important as what you are selling. It all comes down to whether or not your prospect trusts you. Your persona, reputation, the guarantee that your product holds, the proposition, all have impact on the buying decision. One has to ask what makes us better than the competition and analyze that from the customers point of view.

People are looking at things that can fill an immediate need…let’s say over prevention or long term potential problems.

Show anyone how to quickly and easily acquire money or love…that’s something that will always work. However, the challenge is making them believe you.

Learn the specific market or need. Example would be, for instance a quick and easy diet plan vs. just another diet.

People want to avoid work, time commitments, risk, budgeting, criticism, trouble, and effort. People want to spend, be affluent, and feel good.

Since there are usually more features about a product than benefits. Turn all those features according to your products emotional needs into what will benefit them the most.

The only way to find out what your customer is thinking is to start asking them questions. People do not have to respond to statements, but it would be considered rude if they do not answer your diplomatic questions.

When testing any market you have to do your homework, test on a small scale before you roll out your advertising to gain the prospects you are searching for.

Do not guess. Test everything in the marketplace through actual traced returns and sales.

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