If you are in business, unless you are really blessed with the gift of empathy, one of the most difficult things you will ever do is figure out exactly what your customers want.
One of the things my clients struggle with and something even I have to come back to, time and time again, is whether I am really addressing the PERCEIVED need of my prospects.
I may think they need to get their mindset right but if I said that to prospects in my marketing, they would not hear me and no one would buy. It does not APPEAR to solve their immediate problem.
So, let me take you through the customer decision tree…
How do your customers make buying decisions?
- First and foremost, there has to be a discrepancy between where they are right now and where they want to be. At this point, they recognize there is a problem.
- The next step for most prospects is to do some investigation and research around finding a solution. Depending on the cost/importance, this can take a long or short time.
- Next, they evaluate all the options available to them to solve their problem.
- Then they buy.
After they have bought, they decide whether the thing bought is solving their problem or not.
So, when prospects come to you, they may be at any point in the cycle and your job as business owner is to provide the right information required for that step in the process.
Think to yourself – How can I keep this prospect in my spehere of influence from the moment they realise they have a problem until they allow you to provide the solution and become a loyal member of your community?
In fact, is there a way for to educate your prospective buyers even before they are completely aware that they need what you have to offer.
Marketing is an important part of your business – Do not shirk it, no matter how uncomfortable it makes you feel.
If you would like to work with a business growth expert who will enable you double, triple or more the size of your business and explode your personal income, then get in touch today to book a ‘Rapid Business Growth‘ coaching session.