Australian Business Coaching Club Newsletter - Why aren't Your Buyers Buying?


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Why aren't Your Buyers Buying?
It’s a jungle out there. There are competitors everywhere. The Good, the Bad & the Ugly. You know what I mean? It is the survival of the fittest. And many survive by slashing their prices. Did you know that price is one of the last considerations in the buying process?

A recent survey showed the top five reasons someone buys, are:

1. Confidence that your products and services will meet their needs
2. Quality of the product and service
3. The level of service that is provided
4. Selection or range of offers
5. Price

Price is number 5. Just knowing this creates a massive advantage for any business. The top reason is that they believe that you can deliver a solution for them, that it will take away whatever the pain is that they are currently feeling and produce the pleasure they are seeking.

In this context, the way that price works is that the buyer believes they are taking the minimum financial risk with the cheapest price, either because they already know what they will get (which is the case with a commodity purchase) or because they still don’t have confidence it will work, but at least they are not spending a lot of money on something that might fail to meet their expectations.

If you could increase the buyers’ confidence of satisfaction, don’t you believe that they will be prepared to pay more for that?

What are you doing to increase the confidence for your buyers?

One way to increase your Buyers’ confidence is with a Guarantee. Most business owners don’t understand how guarantees work, but we reveal all in the Small Business Achiever – Business Owner Brief next month on how Guarantees can be used to increase your Sales.

All you need to do now is to Empower yourself and take action ...

Have a great month.

Dr Greg Chapman - The Business Brain Surgeon
The Australian Business Coaching Club