The Consumer's Perspective

To get new customers, look at your business from their viewpoint.

Before consumers buy, they have to feel that the benefits they gain justify the price. This applies to everything from lemons to landscaping.

Satisfying a consumer need usually equates to solving a problem. Don't tell the consumer how great your products are. At least not yet.

Explain why these products are what he or she needs.

Remember that your potential customers aren't interested in purchasing the product itself.

They're interested in their world and their problems. They want to make their lives better.

When a customer purchases a product, they're actually purchasing a solution to a problem or something that satisfies a want or a need.

This holds true whether you're selling insurance, cell phones, or toothpaste.

To increase your profits, expand your market. To accomplish this, think beyond the obvious benefits of the product itself.

Does it make life more convenient? Does it save time, save money? Will it make the consumer healthier, safer, or make their family more secure?

People want to avoid all negative aspects of life whether it's stress, illness or just everyday inconveniences.

They want to feel important. They want to be associated with those they respect and admire.

Nancy Richardson
CreateYourMarket.com publisher

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Quick Tips:

Enclose a business card promoting your website with each piece of outgoing mail.

Ask customers who frequently do business with you for a testimonial.

Promote your website URL offline on everything from bumper stickers to your answering machine message.

Want to reach the highest percentage of your target market?

Advertise in specialty publications including newspaper supplements devoted to a specific topic.

Marketing is crucial, but it doesn't always have to be serious.

Some of the most effective advertising campaigns rely on humor. Don't be afraid to make your customers laugh!

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