getyoucustomers.com

Why does a customer buy?

Simple question, but a complex answer.

The easiest explanation is needs and wants.

A customer will buy because they need something such as medicines and food to survive or because of a want.

Wants are usually luxury type items such as stereo’s, travel and similar items.

Other considerations are:

A Solution (product solves a problem)

Features/Benefits (improves on/adds to current solution)

Performance

Comfort/Security

Image

Quality

Price (some lowest, some best value)

Relationship (just buy from certain businesses/business associates)

Service/Warranty (Return policies, warranties, turnaround time)

Selection

Location

Tradition (habit)

Innovation (new innovative products)

Emotion (makes them feel good, impress others, show love/appreciation)

Convenience

Why customers don’t buy?:

• Fear of Loss
• Lack of Trust
• Lack of Comfort
• Lack of Quality
• Not a Viable Solution
• Lack of Need
• Contrary to Customer’s Image
• Not Important
• Has a Defect
• Bad Past Experiences
• Prefers Another Product

Complex? not really, be yourself, provide a good service and product and the rest should sell itself.

What are your thoughts?

Thanks to Don Debelak