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The 7th Buying Fundamental Every Business Must Understand

As I shared in the last 2 posts, today’s buyers are more sophisticated than ever. Therefore, to win the game of attracting and converting clients, customers or patients you must provide them with an experience that includes 7 key fundamentals. Fail to do this and you will never build the business you deserve. I covered the first 6 so far …

Fundamental #1 – Everyone wants the “best deal.”

Fundamental #2 – Always market to the negative.

Fundamental #3 – Prospects buy based on emotion.

Fundamental #4 – Make your business “unique.”

Fundamental #5 – Prospects buy what they want… not what they need.

Fundamental #6 – Be able to communicate your uniqueness and extraordinary value.

The 7th critical fundamental to understand is…

Fundamental #7 – Create “extraordinary value.”

Have you ever shopped for something and found yourself looking for the lowest price? Ever wonder why? As we stated earlier, all human beings, no matter who we are or what we do, we all want the best deal. But what is the “best deal?” Is it really the lowest price?

There’s that old saying that you get what you pay for. Would I shock you if I told you that your prospects could care less about price? They shop price because they’re forced to. Let me explain. What prospects really want is the best “value” for the price they pay. They’re more than willing to pay double the price if they perceive that you’re giving them four times the value. Now they know they’re getting the “best deal.”

So then why does price seem to matter so often? (more…)

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The 7 Buying Fundamentals continued

As I shared last post, today’s buyers are more sophisticated than ever. Therefore, to win the game of attracting and converting clients, customers or patients you must provide them with an experience that includes 7 key fundamentals. Fail to do this and you will never build the business you deserve. I covered the first 3…

Fundamental #1 – Everyone wants the “best deal.”

Fundamental #2 – Always market to the negative.

Fundamental #3 – Prospects buy based on emotion.

Let’s continue…

Fundamental #4 – Make your business “unique.”

One of the biggest problems business owners face when trying to make that emotional connection is that different prospects have different hot buttons. That’s why it’s critical that you separate your business from your competition. You must find a way to stand out from the crowd. The best way to do this is to create a “niche” market for your business. That means your business has to stop trying to be everything to everyone.

(more…)

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The 7 Buying Fundamentals That Every Business Must Understand

Today’s buyers are more sophisticated than ever. Therefore, to win the game of attracting and converting clients, customers or patients you must provide them with an experience that includes 7 key fundamentals. Fail to do this and you will never build the business you deserve.

They’re based on fundamental human nature… still applicable today as they were 1000 years ago.

Fundamental #1 – Everyone wants the “best deal.”

Your prospects, no matter who they are or what it is they’re buying, always want the best deal. That doesn’t mean the lowest price… it means the most value for the price they pay. They will gladly pay twice the price… as long as they perceive they’re receiving four times the value when they compare it to the price.

(more…)

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