Thoughtful Thursdays – Why do customers buy from you?
Great news closing the new account and congratulations on maintaining your customer base.
In general most sales people have a sense of why customers buy from them, but so they know the real reason or reasons? In my experience working with business owners and sales people, most do not definitively know the answer.
Today’s thought is about ways to find out why customers buy from you. While the methods are different, in all cases customers are asked to provide feedback that will allow you to develop insights and determine why place their business with you over the competition.
- Customer satisfaction surveys
- Commonly used and often administered online
- Response may be low
- Interviews administered by a third party
- No bias
- Feedback is more likely to be candid
- Can be expensive
- The old fashioned way
- Ask your customer the next time you meet with them
- If the relationship is strong, they will tell you
When you are gathering information, be sure to ask all the customer stakeholders.
Having a good sense of why customers buy from you is invaluable when talking about the value that accompanies the products and services you are offering.
Good selling,
Richard
Have a question about sales? Contact Sakanashi and Associates Inc. and I will respond.
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