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The Not Going To Buy Customer
May 19, 2007

This blog I want to discuss the not going to buy customer. Keep in mind that very few customers are not going to buy customers. I believe that if a potential customer contacts a company or enters a store, they have some kind of want and need for the merchandise or service. When the customer really does need to look around, talk to their spouse, wait for a tax return etc. then maybe they are a not going to buy customer.

My point is when a customer comes into a store or contacts a company I don't believe that they are necessarily looking for that companies products or services. I believe that they are looking for a place and a person from whom to buy the product or service. I believe this is true of all customers, whether they are going to buy, not going to buy or on the edge. I believe in today's competitive environment it is more important to sell yourself and your company than it is to sell your products or services. Therefore, selling yourself and your company is essential when dealing with a customer that is not going to buy.

I suggest that you come up with the top ten reasons why a customer should buy from you, what are your competitive advantages or uniques selling propositions? List those things and then come up with a 15 - 20 word company story that you or your salespeople can say to customers in order to sell yourself and your company. Selling yourself and your company may just be the competitive edge that you need in order to close more sales.
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Posted by Brad Huisken on May 19, 2007 | Comments (0)