We will write a few things you need to understand about your customer, their habits, and the situations that lead customers to make purchasing decisions. For easier illustration and description, we will name our customer Janez. Do you know who Janez is?
Unfortunately, many sellers do not know their customers. Even though it is easy to determine what their desires and needs are. Interestingly, even in the future, when services and products will be different, everything written here will still apply, as these are the basics of any business.
- Human nature dictates that Janez will always want to make the best decisions. He will always want to get the BEST OFFER.
- And among all the information available to Janez, he will always make decisions based on the INFORMATION he receives.
Due to the above facts, Janez will always make decisions in the same way. Namely, he will always make purchasing decisions emotionally and be concerned with making the best choice. Throughout this process, he will be frustrated by his lack of information. Because of this, Janez will always want more information, and with all the information available, he will find it difficult to decide on which to base his decisions.
Due to all the decision-making and information, Janez will have a skeptical or cynical view of the seller, which will prompt him to pay attention to the smallest details and quickly discover discrepancies. Janez will rely on everything he knows and evaluate each shopping situation based on past events. This means relying heavily on past information.
We could continue with everything, but I think you can understand how it all goes forward. Two main principles on which everything operates:
- Find the best offer. Check everything around you by seeing what offers others have and how much demand there is. If necessary, make a purchase yourself to see how the entire process works and what decisions Janez has to make.
- Determine what information Janez receives. Follow advertising and pay attention to the messages in it. Pay attention to the sentences and images as all of this influences Janez's decisions.
You can go to any country and into any business, and soon you will get a sense of the desires and decisions Janez has in that market. Following these two principles will make you a better seller. And if you look at it again, it's all very simple. General Patton's saying is "Success in war is based on speed, simplicity, and boldness," and these are exactly those tactics, so take advantage of them.
