Unlocking Willingness to Buy: Know Your Customer’s Results. (The Worksheet)
When it comes to sales, there’s one important thing to keep in mind: it’s not all about what you do; it’s about what your customers do.
The real action lies in the buying decision made by your customers.
For “sales” to happen, the action that matters is “buying”.
Let’s focus on what matters most: your customers’ willingness to buy.
Willingness to buy
For your customers to take the step of buying, you need to offer them something they genuinely want.
This willingness to buy is about their purchase intention: their readiness to give you their time and money in exchange for some important benefit.
That willingness will also determine the price they’re willing to pay.
The customer story
To offer them something they truly want, you have to understand what they truly want.
This is the customer-centric approach. Your story becomes all about your customers.
It’s no longer about your product features or your company.
Your main story is about your customer and how you improve their life.
Communicate value
To truly connect with a customer’s willingness to buy, you need to master two critical skills:
- Understand customer needs
- Communicate the value you bring
You’re working on the second point; the first one helps you get there.
Use this week’s worksheet to map out the customer’s narrative and make your story all about them.
What next
A business strategy defines your company values, business process, and targets towards your goals. Contact me today to get started.