Sales Influence: Finding the Why in (How People) Buy


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What do they look like? It can be done very quickly and inexpensively by sending surveys to your existing customers using one of the many online survey tools, such as SurveyMonkey or Zoomerang. You can also get to know the target audience by looking at existing sources of information -- from the U. Census Bureau or other government agencies, from trade associations, or from third-party research firms. But depending on the questions you are trying to answer and your research budget, your market research can involve more extensive interviews with customers and qualitative studies on how target customers feel about your business, its products and services.

Certain products and services may appeal to one audience but not to another, so understanding the strengths, weaknesses, opportunities and threats in your target market is critical. You can get to know your customers and segment the market any number of ways including by:. Use the information about your existing customers to develop a target audience for your business in its drive to win new customers and increase sales.

1. Reciprocity

Determine which key messages, features and benefits matter to each potential market. Tell these customers how your business can help them solve their problems.


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How to Find New Customers and Increase Sales: Generating Sales Leads There are a variety of age-old staple techniques and newer tools you can use to find new customers and increase sales. It's best to understand the range of choices you have in order to determine which may best help your business reach new customers. Newspaper readers may not be moved by Internet-based sales techniques. Similarly, business people who are accustomed with hiring only people they know may be better swayed by meeting you at a chamber of commerce meeting than accepting a blind invitation to connect on LinkedIn or Facebook.

But if sales people are really important, you need to hire and motivate good people and you want to give them an upside, such as sales on commission. The motivation is not just money it's also helping them overcome the fear of prospecting. How to Find New Customers and Increase Sales: Sell More to Existing Customers In order to increase sales, many businesses believe the only way is to find new customers, but a number of experts say that this strategy leaves out an obvious potential source of new sales.

It's much easier to get an existing customer to buy from you than to convince a new customer to take the plunge. They already trust you. You never want to make the customer feel like you are hard selling them. How to Hire an SEO Consultant A primer on how to hire an outside consultant to help you maximize your search engine optimization. Drive Traffic to Your Business Blog How to use a blog on your business website to find new customers. The Return of Customer Loyalty A veteran entrepreneur explains why it's more important than ever to keep the customers you already have Teach Your Employees to Focus on Your Best Customers Teach your employees to know who your best customers are and provide employees with techniques and tools to uncover customer preferences and make every customer interaction count.

You're about to be redirected We notice you're visiting us from a region where we have a local version of Inc. Today's Must Reads. Forgot Password? Enter your email to reset your password. Or sign up using:. New member? Sign up now. Sign in if you're already registered. How to better understand your target audience, generate new sales leads, and focusing on getting more revenue from existing clientele. Elizabeth Wasserman is editor of Inc. Based in the Washington, D. You can get to know your customers and segment the market any number of ways including by: Demographics -- statistical data on a population including income levels, age, etc.

Psychographics -- the attitudes and tastes of a certain demographic. Ethnographics -- examination of particular cultures.

Sales Influence - Why People Buy!

Buying habits -- how, what and where customers purchase products and services. This is telemarketing without the call center. It's a blind contact with a potential customer who isn't expecting a pitch. Customer leads can be picked up through scouring newspaper articles or items, lists of leads that are culled by a third-party, or paying attention to people or businesses moving into your turf.

We suggest that they set a goal -- this is how many new people they will talk to this week. This can be done the old-fashioned way, by getting involved in community organizations, such as the chamber of commerce, or attending business functions, such as trade shows.


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Social functions -- dinner invitations, book clubs, etc. Networking has also taken a 21st Century twist on the Internet, with the rise in popularity of such websites as LinkedIn , Facebook , and Plaxo.

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Many businesses find that this type of networking, making contacts through friends or former colleagues, can lead to new customers. Using the latest studies in consumer behavior and neuromarketing, you'll learn new ways to sell more effectively! Show More. All Episodes.

Sales Influence - Why People Buy!

Mark as Played. Popular Podcasts. Each episode has a different theme in which Ron engages in conversation with another notable person on the topic at hand. Josh and Chuck have you covered. The Daily … This moment demands an explanation. This show is on a mission to find it. For You.

Sales Influence: Finding the Why in (How People) Buy
Sales Influence: Finding the Why in (How People) Buy
Sales Influence: Finding the Why in (How People) Buy
Sales Influence: Finding the Why in (How People) Buy
Sales Influence: Finding the Why in (How People) Buy
Sales Influence: Finding the Why in (How People) Buy

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