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17 Things Your Buyers are Really Thinking

By TIM COE Published 25th Nov 2014
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You often hear selling referred to as a science. I'd have to agree

Well actually my friend, and top sales trainer, Antonio Falco says it. Most buyers buy because they want to enjoy the buying experience and feel good about buying afterwards. If you're not sure about that then just think about your own buying experiences, decisions and feelings.

In addition, you very rarely buy from someone you do not like.

I've always been fascinated as to what makes one person say YES to buying product A, and no to product B? The very next prospect through your door could do the exact opposite, so when it comes to marketing to individuals it's extremely difficult to know what's going on inside a person's head.

The aim of this article is highlight buyers' concerns so you have the opportunity can address them now, BEFORE your prospect catches you unaware.

So what is it that your buyers are actually thinking when they buy from you?

 

17 things your buyers are really thinking:

1. IS THIS THE RIGHT PRODUCT?

2. IS THERE A BETTER PRODUCT?

3. IS THIS THE RIGHT PROPOSAL?

4. WILL THIS TRULY SOLVE OUR PROBLEMS?

5. WILL I, OR MY PEOPLE, USE IT?

6. WHAT WILL OTHERS THINK OF ME BUYING THIS?

7. IS THIS GOING TO BE A MISTAKE LIKE PAST DECISIONS?

8. WILL WE ENJOY USING IT?

9. WILL THEY TAKE CARE OF US AND SERVICE US?

10. AM I BETTER OFF SOMEWHERE ELSE?

11. WILL SOMETHING BETTER COME ALONG NEXT WEEK?

12. DO I KNOW ENOUGH

13. DO WE HAVE ALL THE INFORMATION WE NEED?

14. SHOULD WE BUY 'X' INSTEAD?

15. SHOULD I INVEST THE MONEY ELSEWHERE OR JUST BANK IT?

16. SHOULD I JOIN A YACHT CLUB OR A GOLF CLUB

17. WHAT'S FOR LUNCH?

What difference would it make IF you could answer all 17 questions your prospect has before he could talk himself out of the purchase? How easy and natural would sales be?

So next time you think price is on your buyer's mind, think again. If price was the primary factor is the majority of buying decisions Apple wouldn't sell anything.

What can you do to seduce your buyers into falling in love with your product or service?

  • HAVE FUN MAKING YOUR COMPANY LOVABLE
  • HAVE FUN MAKING YOUR CLIENTS MISS YOU
  • HAVE FUN MAKING YOUR COMPETITORS JEALOUS

 

How do you go about doing all of those things?

Here's some ideas to get you going:

EVENT INVITES - PHONE CALLS - CHOCOLATES

GIFTS - HELPFUL INFO - GREETINGS CARDS

SEND SOCIAL MEDIA TO COMMUNICATE

USE VIDEO EMAILS TO MAKE IT REAL

TRIPS OUT - VISITS IN - GIVE BOOKS

TEXTS - EMAILS - LETTERS - PARCEL

NEVER IGNORE OR FORGET THEM

MAKE REFERRALS TO HELP THEM

TELL THEM HOW YOU FEEL

MAKE THEM FEEL SPECIAL

IT'S ALL FUN!!!


It doesn't have to be expensive or complicated

You only have to do but just enough to make someone feel valued and not ignored or forgotten. When did a company you bought from, last contact you again personally when there was no upsell involved? I mean just contact you for the hell of it? It doesn't happen does it? It's so easy to make a fantastic impression and create loyalty for only a few pounds or a minutes of your time.

How likely are your competition to do ANY of the above? Even if you only implement one or two ideas you're going to stand out and be remembered for the right reasons.

Business should be fun and this makes it fun for both you and your clients. What better way to do business is there than with a smile on your face...maybe to do it with a little love?

Tim Coe

25.11.14

Unique Views: 1339 | Total Page Views: 1834
134 weeks ago, by James
When you're selling to corporate clients they have often already had a meeting at which they decided what they wanted to do and then it comes down to price after trust has been established. Trust and price - what it all boils down to.
134 weeks ago, by Tim
I've never sold to corporate clients so maybe I should have titled it '17 Things Your SMALL BUSINESS Buyers are Really Thinking'?
Would you be expecting a corporate executive to be reading Marketing Lens?
134 weeks ago, by James
Possibly, they are normal people like you and me. When you choose to be didactic then it's probably your responsibility to define your audience.
134 weeks ago, by Tim
Didactism was not anything I planned for, it's just that I have so many superb ideas James!!! Haha, trust you to make me look a word up.
I always make it clear in my worldwide broadcast teachings that any marketing message should be 100% tailored for the intended audience otherwise you'll be entertaining timewasters.
134 weeks ago, by James
Timewasters is an interesting idea. One man's timewaster is another's target market.
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