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How Do People Buy?

admin — Mon, 26 Oct 2009 12:03:53 +0000

The first step you need to understand with buyer behaviour is the AIDA principle, as this is the process buyers use when considering your product or service…

A = Awareness

It’s fair to say that unless prospective buyers know you exist, they are going to struggle to buy from you. Ask yourself how many strategies you have in place to build awareness with your target customers. How could you increase the awareness and boost your sales through more people knowing you exist.

I = Interest

People cannot buy unless they are interested in your product and service and are in the market right now to buy. How can you increase the interest in your product and be sure you are pushing the right buttons? The main consideration here is to promote the benefits of your products (not the features). More on this tomorrow.

D = Desire

If you have your prospect’s interest, but they don’t want your product or service, they still won’t buy. Most people don’t like change, so your customer generally has to feel slightly uncomfortable in order to buy. Finding out their greatest challenge may help understand their needs, so you can build desire and explain how your product can solve their current problems.

A = Action

The key thing is to ask for the sale (most sales people don’t). Understand what it would take for the prospect to take action and make the purchase today, in order that you / your product can begin helping them. Then ask when they’d like to get started.

Good luck – let us know how you get on…

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Setting Goals for the Next Year

admin — Fri, 09 Oct 2009 07:50:30 +0000

By understanding your current priorities (your 90-day plan) and your ‘end game’ (your 5-year plan) you can now create a set of priorities / goals for the next twelve months. Again, we recommend you stick to just six business goals and six personal goals, to ensure you can realistically achieve what you have set.

Have a look at your 5-year goal list and work back from there to decide what actions you need to complete in the next year in order to take a big step towards those goals. The following tables may help you:

1-Year Goals – Business

1
2
3
4
5
6

1-Year Goals – Personal

1
2
3
4
5
6

These goals can now be linked into your 90-day goals – 4 of these 90-day planning sheets and you’ll be at the end of your year. The three goals exercises together will keep you focused on your priorities and will give you something against which you can measure your progress.

Good Luck!

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How Serious Are You About Achieving Your Goals?

admin — Thu, 08 Oct 2009 08:30:56 +0000

A couple of years ago, a trainer shared this exercise with me and made me realise that, although I thought I was serious about my goals, I wasn’t getting any closer to achieving them. That realisation changed my attitude and my business and now, just two years later, I can already touch one of the most fundamental goals in my life. Trust me when I say this can be powerful stuff – If you’re ready, let’s give it a go…

Take just one of your 5-year goals from yesterday. (We’d recommend choosing the one you most want to accomplish, as that’s a great one to test.)

To discover how ‘BAD‘ you want that goal, use the following formula…

Give the goal a score out of 10 for BELIEF - How much do you believe you can achieve that goal, with 1 being low and 10 being high.
Next, score the goal out of 10 for ACTION - What action are you taking right now that is taking you closer to achieving your goal? Again, 1 is low and 10 is high.
Finally, score your goal out of 10 for DESIRE - How much do you want the goal to happen? (1 is low and 10 is high)

Take your three scores and multiply them as follows:

BELIEF x ACTION x DESIRE = Total (out of a possible 1000)

If you scored over 700 points on your goal, you’re very serious and you’re already taking action towards achieving it – well done! If you scored lower than 700, which of the three scores let you down? And what could you do to change things?

Often, our Belief and Desire is intact, but we’re let down by our Actions. Tomorrow’s post is the final one of our goal setting series and we’ll start to have a think about taking some positive steps towards your 5 year goals.

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