Home/Tag: Sales

Who Are Your Top Customers?

Understanding your top customers helps you to sell more – it’s a very simple truth. The more you know about them and their needs, the easier it is to identify opportunities to sell them new products and target them with offers. Not only that, but the more you know about your top customers the easier [...]

By |2016-11-24T11:41:20+00:00December 1st, 2015|InboundON|0 Comments

Solutions to Pain – How do you solve your customer’s problems?

Talking to your customers involves talking about them, not you ... People love to talk about themselves. Given the opportunity, many of us will happily talk about what’s important to us until the cows come home. A job interview technique I was told some years ago centred around getting the interviewers to do all the talking. [...]

By |2016-11-24T11:41:20+00:00November 26th, 2015|InboundON|0 Comments

Are All Your Customers The Same?

Identifying & Targeting Your Customers or Creating Buyer Personas “I sell X … My customers buy X … X is a product (or service) that remains constant and doesn’t change … Therefore, my customers have remained constant and are all the same ... aren’t they?”   Difference Matters It is a very easy, but generally [...]

By |2016-11-24T11:41:20+00:00November 18th, 2015|InboundON|0 Comments

Rational or Emotional? What’s the best way to target your customer?

Do you target your customer's emotional side, or their rational side? There is a well known phrase: “You buy on emotion, then rationalise your decision with logic.” Whilst this may sound plausible, it isn't actually accurate. Emotion and logic generally work in tandem, influencing us to differing degrees, at different stages of our decision making process. Here’s a [...]

By |2016-11-24T11:41:20+00:00October 19th, 2015|InboundON, Viewpoint|0 Comments

Is Your Customer In Pain?

Understand your customer's pain points, and you will know how to provide the solution. As we mentioned in our previous blogs on finding your niche in business, everything begins with the customer. If you want your business to grow, you need to understand your current customers first. You need to know why they need what you sell so [...]

By |2016-11-24T11:41:21+00:00October 16th, 2015|InboundON|0 Comments

The Buying Process – How The Customer Comes To A Decision

If you understand your customer, you can map out their decision making process, and help them make the right choice.  Think about the last time you bought a new car, computer, or engaged a designer to renovate your bathroom. What was your decision making process? What went well, and what caused endless pain? Every customer goes [...]

By |2016-11-24T11:41:21+00:00October 9th, 2015|InboundON, Viewpoint|0 Comments

How do your customers use what you sell?

Stop talking about what you sell, and start talking about how customers use what you sell. How often do you tell your customers what your product or service does? Every day (hopefully) if you are in sales – but what actually do you tell them? Is it a repeating/reworking of the brochure ware – the [...]

By |2016-11-24T11:41:21+00:00September 21st, 2015|InboundON, Viewpoint|0 Comments