Do you know why your customer won't buy? You've given her the best price, possibly even the best options. Yet she fidgets. Maybe, maybe not, she ponders.You stand by the wayside and sweat, praying the sale will go through. Then almost inexplicably, it slips out of your hands, and you don't even know why. You curse, rant and rave silently at her indecisive nature. Yet ironically, the fault is all yours.Don't agree? Hold your horses and you'll learn a simple, fundamental psychological factor you've been missing in your marketing strategy, and how you can rectify it in a flash.Why The Trees In Our Front Yard Are Still Looking For a Barber
Let me tell you a story about our front garden. Any time now, I'm expecting Tarzan and a couple of chimps to swing merrily by. Like something out of a horror movie, the foliage has spread its tentacles, and now hangs menacingly over several parts of the house.Yes I know we need an arborist to lop off those branches. And yes, we have called in at least half a dozen. Incredibly, we haven't made up our minds on whom we should choose. Like deer caught in the headlights, we've been frozen in indecision. One itty-bitty factor would have made it easy to decide, but it has eluded us completely.I Know What You're Thinking, And It's Not Price...Oh boy! We have estimates up to our ears. One quote is as high as $800 (aaargggh!), while the other one blushes at $250, and all the rest do a merry dance in between. You'd think the cheaper quote would get the thumbs up right away, wouldn't you? Well it didn't.In fact, it has added to the confusion because we can't understand why there would be such a huge difference for what is essentially the same job.And Here Is The Reason Why We Can't Decide...It's a factor called the Full Story. While every single one of those arborists provided us with quotes, not one of them gave us a single reason to choose them. Any reason would have been better than none. Ten reasons would have clinched the deal, even with a higher price.This is one of the main reasons why most deals seem to disintegrate before the eyes of most business owners and sales people. We fail (and fail miserably) to educate our customers about the unique advantages of working with us.It's An Impossible Puzzle If It Doesn't Have The PiecesPeople need to be gratified psychologically. Our brains are dying to know more about the companies that bid and all we get are terms and prices. The arborists should have educated me about the quality of their cutting, their comprehensive insurance policies, their warranties, their skills, and their service guarantees in detail. I needed to know anything and everything that would help me decide in someone's favor. Not one of those bids included that kind of information.Look at yourself. Let's say you hire someone for your firm. How little would you like to know about him? Or say you go out on a date. How little do you want to know about your partner? Every piece of the puzzle is absolutely necessary. Don't forget to give your customers a reason to buy from YOU. Tell them about yourself. Provide all the juicy details, and you will leave your competitors crying in their beer.What Is The Psychological Reasoning Behind The Whole Story?The strong, silent type is the one our mamas told us to watch out for. We instinctively trust people less who tell us less. Even if we do like the person, we want them to open up. If you want people to trust you, you have to tell them about yourself.This instinct of distrust is hardwired in our brains, and you'd do well to pay attention to it. A lack of adequate detail doesn't help to build trust, which is why customers go from hello to sayonara very quickly. Once you have their attention, stop saying stupid things like, "Buy from me," and start giving them all the reasons WHY they should buy from you (read the article on The Power of Why). Add spices to your marketing strategy curry, and your customer will be captivated by the aroma. Churn the gastric juices in their brains. Make them salivate. Get them to drool. And when they're ready to eat, feed them well.Ta-Ta RiskTelling the Whole Story eliminates a big hurdle called risk. The less your customers knows about you, the more they are frozen in indecision. When faced with this scenario, they resort to the only thing they know--price. Just like you, they make a decision on the cheapest, trashiest option available... because that's all you gave them!Abolish the hazard of your customer choosing to buy solely on price. Give her a first class education about why she needs to buy from you.The worst thing you can do is leave her hanging without sufficient info..... [EXTRACT] Do you know why your customers will not buy? You gave the best price, possibly the best options. However, fidgets. Maybe, maybe not, standing by the road ponders.You and sweat, the prayer of the sale will go through. Then, almost inexplicably, out of his hands, and do not know why. I curse, rant silently to their nature undecided. Yet, ironically, the blame is all yours.Don t you agree? Stop the car and you'll learn of a single factor, fundamental psychological you missed in your marketing strategy and how it can be corrected in a flash.Why the trees in our front yard is still looking for a hairdresser Let me tell you a story on our front garden. At any time, Tarzan and am waiting a couple of chimps to swing merrily. Like something out of a horror movie, the foliage has spread its tentacles, and now hangs threateningly over various parts of the house.Yes know we need an arborist to prune the branches. And yes, we have called at least half a dozen. Incredibly, we have not made our minds in which we choose. As a deer caught in the headlights, we have been frozen in indecision. A tiny factors that have made it easy to decide, but has eluded us completely.I know what you're thinking, and not the price ... Oh boy! We have estimated that up to our ears. An appointment is as high as $ 800 (aaargggh!), while the other blushes at $ 250, and everyone else is doing a happy dance in the middle. One would think that the budget cheaper to get immediate approval, right? Well, no. In fact, it has added to confusion, because we can not understand why there would be a huge difference as to what is essentially the same job.And This is the reason I can not decide .. . This is a factor called the whole story. Although each of the quotes arborists gave us not one of them gave us one reason to choose them. Any reason would have been better than nothing. Ten reasons to have secured the deal, even with a higher price.This is one of the main reasons why most offers seem to disintegrate before the eyes of most business owners and sales staff. We are not able (and fail miserably) to educate our customers about the unique benefits of working with us.It 's a puzzle is impossible without the need to be rewarded PiecesPeople psychologically. Our brains are dying to know more about the companies they buy and all we have are the conditions and prices. Trees that have educated me about the quality of its cut, comprehensive insurance policies, their guarantees, skills, and assurances of service in detail. I needed to know anything and everything that would help me decide in favor of someone. Not one of these offers include such information.Look yourself. Let's say you hire someone for your company. What little I would like to know about him? Or say you go to an appointment. How little you want to know about your partner? Each piece of the puzzle is absolutely necessary. Do not forget to give your customers a reason to buy from you. Talk about yourself. Provide all the juicy details, and cease to mourn their competitors in their beer.What is the psychological reasoning behind the whole story? The strong, silent type is our mothers told us to take into account. We instinctively trust people unless we say so. Even if you like the person we want to open. If you want people to trust you, you have to say about the instinct of distrust is yourself.This wiring of our brains, and would do well to pay attention to it. A lack of detail does not help build confidence, so that customers will welcome from sayonara very quickly. Once you have your attention, stop saying stupid things like "Buy Me" and start giving them all the reasons why they should buy from you (read the article on The Power of why). Add the curry spices for your marketing strategy, and your customer will be captivated by the aroma. Beat the gastric juices in the brain. The mouth-watering. Getting drool. And when you're ready to eat, feed them well. Ta-Ta RiskTelling whole story removes a big hurdle called risk. The youngest of his customers know that the more frozen in indecision. In this situation, they use all they know - price. Just like you, to make a decision on the cheapest, trashiest option available ... because that's all they gave! Abolish the danger of your customer choose to buy on price alone. Send a first class education you need to buy you.The worst thing you can do is stop hanging without sufficient information .....