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“A real decision is measured by the fact that you've taken a new action. If there's no action, you haven't truly decided.” |
Tony Robbins |
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Consumer buying patterns have not changed that much over the years. But the way people approach the buying process, and the tools they have available for researching their purchase before they buy have changed dramatically.
Awareness of your product or service is the first part of the buying process. So make sure you are making your target market aware that you exist.
It is your responsibility to raise awareness in the marketplace, and to prove that you are the best person to deliver a particular product or service.
You can do this through networking, direct mail, advertising, cold calling, speaking, your website, and various other means. You just have to find the ones that work best for you and your business.
The research part of the process is where the most dramatic changes have taken place. There are so many tools available for people to use for researching your product or service.
They can use social media, user reviews on sites like Amazon.com, and other similar tools. And all of these tools have increased the effectiveness of word-of-mouth referrals because everyone has free access to so much information.
As the buyer does their research it is easier than ever to comparison shop to find the best price and best value using the same tools mentioned above.
The final step of the process is for them to shop and make their purchase. You should make the process of shopping and making the purchase as streamlined and easy for the customer as possible, especially on your website. It's too easy for someone to click away from your web page.
So make sure you have all the bases covered - awareness, research, comparison, shop, and purchase.
It's more important than ever that you make information freely available so potential purchasers of your product or service can make the most informed decision possible.
We live in an age of total transparency. So be real. The more authentic and transparent you are, the higher your chances of making the sale.
To
Your Success,
Mike Coleman
P. O. Box 291642
Nashville, TN 37229
615-308-8078
www.mikecoleman.net
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