Menu
kNEXTis
  • Home
  • Solutions
    • Grow Your Revenue
    • Sponsorship Sales
    • Employee Engagement
    • Customer Engagement
  • Contact Us
  • Articles
  • Videos
  • Call Us – 972.214.9555
  • About Us
Close Menu

Why Do Customers Buy?

Why Do Customers Buy?

The short answer is “Buyer Confidence” in your ability to deliver and execute a product or service. 

This is going to sound more like a psychology lesson but we do need to get into the head of the buyer. 

In my previous posts, I have talked about the sales cycle, the sales message consistency and ensuring you are in front of the buyer even when they are out of the “purchase window”  

But let’s get a little deeper into why people buy products and services. 

  1. They have a need, and have budget to purchase a solution for that need 
  2. An unforeseen situation causes an immediate purchase 
  3. An impulse purchase of a solution that appeals to the buyer at a particular time 

So if you realize there are only 3 reasons why people buy, your sales approach need to map to those.  

I have heard sales executives say “Go and SELL that prospect, they need our products”, well in some case that may be true but most it’s not, and finding prospects that are in the buying cycle takes time to develop. 

Time is what a sales person needs most, and if time runs out we are usually in a place we don’t want to be. 

So using your time wisely in your sales and marketing process is essential. 

Go back to your “Perfect Customer Profile”, I spoke about that in my previous post and analyze where did they fit into the 3 categories above. 

Buyers want to know that they are not the first customer you have, and they want to see results, in either the form of a case study or references. 

Think about this, why are networking events and trade shows somewhat effective?     

Depending on the type of “in-person” events you attend, the audience in the room are there for a common theme, and if you establish your credibility in the room with your experience and knowledge you get more conversations. 

How many times have you been at a conference where the Key Note speaker just captivated the audience, and at the end of the session there is a line of people wanting to talk to the speaker. 

This is not coincidence, at some point in the Key Note, the speaker established his expertise and knowledge in his subject topic, and the audience saw a relevant synergy with their business. 

Let’s use the typical format of how a keynote speaker plans his session: 

Set the tone of the session 

Establish authority on the topic 

History 

Experience 

An Example 

Subject matter content 

Pain Point 

Process 

Solution 

Audience Engagement 

Workbook (If it’s a Breakout Session) 

Questions aligned to the topic 

Feedback (Usually pre-developed) 

Outcomes 

If your business can develop marketing strategies that align with the above you will do several things 

  1. Buyers will pay attention to your messages 
  2. Buyers will feel comfortable that you are experienced in your field of business 
  3. Buyers will relate to the pain points you have solutions for 
  4. Buyers will see you as a subject matter expert in your field 
  5. Buyers will ask you questions 
  6. Buyers are more likely to take a meeting 

The sales and marketing process is not any different to the keynote speaker, and it doesn’t matter which purchasing  category your prospect is in, if you architect your message, show experience and showcase results for other customers, you will get the Buyers attention. 

ABOUT kNEXTis LLC 

The kNEXTis Team is focused on delivering results through a blend of traditional sales techniques, media and digital campaigns. 

Interactive, integration and idea driven elements are always key modules of any sales generation campaign they put together. 

Selling products and services with all the digital options at a businesses fingertips can be a challenge, and with a suite of digital, broadcast and online options kNEXTis can put together comprehensive sales & marketing packages for small and medium sized businesses. 

kNEXTis also offers small and medium sized businesses a low cost one-on-one coaching service to help plan and execute your marketing plan, allowing you to run your business and we help grow it. 

 

 

 

Race To The Start Line How To Build An Audience

Related Posts

Play Your Strongest Player

Articles

Play Your Strongest Player

Drip, Drip, Filter. Refine. Repeat. Sell. Repeat

Articles

Drip, Drip, Filter. Refine. Repeat. Sell. Repeat

Play To The Final Whistle

Articles

Play To The Final Whistle

Back To Top
This website uses cookies to improve your experience. We'll assume you're ok with this, but you can opt-out if you wish. Cookie settingsACCEPT
Privacy & Cookies Policy

Privacy Overview

This website uses cookies to improve your experience while you navigate through the website. Out of these cookies, the cookies that are categorized as necessary are stored on your browser as they are essential for the working of basic functionalities of the website. We also use third-party cookies that help us analyze and understand how you use this website. These cookies will be stored in your browser only with your consent. You also have the option to opt-out of these cookies. But opting out of some of these cookies may have an effect on your browsing experience.
Necessary
Always Enabled

Necessary cookies are absolutely essential for the website to function properly. This category only includes cookies that ensures basic functionalities and security features of the website. These cookies do not store any personal information.

Non-necessary

Any cookies that may not be particularly necessary for the website to function and is used specifically to collect user personal data via analytics, ads, other embedded contents are termed as non-necessary cookies. It is mandatory to procure user consent prior to running these cookies on your website.