Download or read book Buying Customers written by Bradley J Sugars and published by . This book was released on 2012-09 with total page 230 pages. Available in PDF, EPUB and Kindle. Book excerpt: What if you were guaranteed that every new customer buying from you would spend the next 5 years buying more products at ever higher price points? Or you were certain every dollar spent on your advertising would return extra dollars to you down the road? Or you could finally look at your marketing efforts as investments, rather than expenses? Now, you can ... by following the proven strategies and techniques for "Buying Customers" outlined here for the first time by ActionCOACH Founder and Chairman Brad Sugars. Not only will you discover the "secrets" of buying new customers at great prices for your business, you'll turn your company into a "customer buying machine" that: 1. Buys quality customers at value prices... 2. Keeps customers coming back for more... 3. Gives customers great reasons to tell others about your business Chasing new customers is the old way of "business as usual"... Buying Customers is the new way of "business unusual" ... one that will not only transform your own company, but your entire way of thinking about business forever!
Download or read book How Customers Buy Why They Don t written by Martyn R. Lewis and published by Radius Book Group. This book was released on 2018-08-15 with total page 280 pages. Available in PDF, EPUB and Kindle. Book excerpt: Lewis makes a compelling argument that businesses must look beyond their own internal view of how something is sold, to the external reality of how customers actually buy. He asserts that no one buys anything because of a sales process; customers only buy because of their own buying process. And so, for all those whose livelihood depends upon successful revenue generation, the only rational course of action is to positively influence and effectively manage the end-to-end customer-buying journey. The simple failure of mousetrap logic—that is, the quality of the product or value proposition of the service is sufficient to convince customers to make a purchase—is at the heart of most revenue generation challenges today. How Customers Buy...and Why They Don’t shows that vendors are too often trying to solve the wrong problem, because customers actually do “get it,” they just don’t buy it. The book starts by explaining Outside-in Revenue Generation. It then decodes the six elements of the Customer Buying Journey DNA. It defines the nine Buying Concerns, any one of which can derail a purchase. It unveils the deceptively simple and elegant 4Q Buying Style Quadrant that unlocks the intricacies of how buyers actually think. The second section of the book explains what you can do about customers not buying your products or services. It reveals that there are only four things—Sales and Marketing Imperatives—that can be done to positively impact the market. It goes on to walk the reader through the development of the Market Engagement Strategy. The final section of the book translates the five components of the Market Engagement Strategy into actionable sales and marketing behaviors.
Download or read book Why Customers Do What They Do written by Marshal Cohen and published by McGraw Hill Professional. This book was released on 2006 with total page 204 pages. Available in PDF, EPUB and Kindle. Book excerpt: A chief analyst at the NPD Group delivers a breakthrough branding and sales strategy that speaks the customer's language.
Download or read book Customers for Life written by Carl Sewell and published by Crown Currency. This book was released on 2009-07-01 with total page 241 pages. Available in PDF, EPUB and Kindle. Book excerpt: In this completely revised and updated edition of the customer service classic, Carl Sewell enhances his time-tested advice with fresh ideas and new examples and explains how the groundbreaking “Ten Commandments of Customer Service” apply to today’s world. Drawing on his incredible success in transforming his Dallas Cadillac dealership into the second largest in America, Carl Sewell revealed the secret of getting customers to return again and again in the original Customers for Life. A lively, down-to-earth narrative, it set the standard for customer service excellence and became a perennial bestseller. Building on that solid foundation, this expanded edition features five completely new chapters, as well as significant additions to the original material, based on the lessons Sewell has learned over the last ten years. Sewell focuses on the expectations and demands of contemporary consumers and employees, showing that businesses can remain committed to quality service in the fast-paced new millennium by sticking to his time-proven approach: Figure out what customers want and make sure they get it. His “Ten Commandants” provide the essential guidelines, including: • Underpromise, overdeliver: Never disappoint your customers by charging them more than they planned. Always beat your estimate or throw in an extra service free of charge. • No complaints? Something’s wrong: If you never ask your customers what else they want, how are you going to give it to them? • Measure everything: Telling your employees to do their best won’t work if you don’t know how they can improve.
Download or read book Buying Customers 2 0 Acquire More Customers with Less Money Fixed Errata and Content Improvements written by Brad Sugars and published by Cranberry Press, LLC. This book was released on 2018-10-26 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: If you're just starting out in business, or are a seasoned entrepreneur, business owner or marketing professional, "Buying Customers" will give you new insights and inspiration to boost your efforts in a way that turns all of your sales and marketing investments into guaranteed results!
Download or read book The New Rules of Sales and Service written by David Meerman Scott and published by John Wiley & Sons. This book was released on 2016-06-14 with total page 304 pages. Available in PDF, EPUB and Kindle. Book excerpt: The essential roadmap for the new realities of selling when buyers are in charge Sales and service are being radically redefined by the biggest communications revolution in human history. Today buyers are in charge! There is no more 'selling'—there is only buying. When potential customers have near perfect information on the web, it means salespeople must transform from authority to consultant, product narratives must tell a story, and businesses must be agile enough to respond before opportunity is lost. The New Rules of Sales and Service demystifies the new digital commercial landscape and shows you how to stay ahead of the pack. Companies large and small are revolutionizing the way business gets done, and this book takes you inside the new methods and strategies that are critical to success in the modern market. Real-world examples illustrate the new marketplace in action, and demonstrate the brilliant utility of taking a new look at your customer and your business. This new edition has been updated to reflect the current reality of this rapidly-evolving sphere, with fresh strategies, new tools, and new stories. Whether you're an independent contractor, a multi-national corporation, a start-up, or a nonprofit, this book is your essential guide to navigating the new digital marketplace. David Meerman Scott provides up-to-the-minute analysis of the current state of the digital commercial landscape, plus expert guidance toward the concepts, strategies, and tools that every business needs now. Among the topics covered in detail: Why the old rules of sales and service no longer work in an always-on world The new sales cycle and how informative Web content drives the buying process Providing agile, real-time sales and service 24/7 without letting it rule your life The importance of defining and understanding the buyer personas How agile customer service retains existing clients and expands new business Why content-rich websites motivate interest, establish authority, and drive sales How social media is transforming the role of salesperson into valued consultant Because buyers are better informed, and come armed with more choices and opportunities than ever before, everything about sales has changed. Salespeople must adapt because the digital economy has turned the old model on its head, and those who don't keep up will be left behind. The New Rules of Sales and Service is required reading for anyone wanting to stay ahead of the game and grow business now.
Download or read book Why customers should buy written by Grace Rechner and published by Grace Rechner. This book was released on 2023-08-01 with total page 404 pages. Available in PDF, EPUB and Kindle. Book excerpt: In a world driven by consumer choices, understanding why customers buy is the key to success for businesses in every industry. Grace Rechner's groundbreaking book, "Why Customers Buy," delves into the intricate world of consumer psychology, uncovering the underlying motivations and decision-making processes that drive purchasing behavior. Drawing from extensive research and real-world examples, Rechner explores the fascinating interplay between emotions, cognitive biases, and social influences that shape our buying decisions. She reveals the core psychological principles that drive customer behavior, providing invaluable insights and practical strategies for businesses to enhance their marketing efforts and boost sales. "Why Customers Buy" takes readers on a journey through the customer's mind, unraveling the complexities of consumer behavior and offering a fresh perspective on what truly drives purchase decisions. From the initial stages of need recognition to the final purchase, Rechner uncovers the hidden factors that influence customer choices, such as the impact of social proof, the allure of scarcity, and the power of storytelling. With an emphasis on practicality, Rechner equips businesses with actionable techniques to leverage consumer psychology in their marketing and sales strategies. Readers will learn how to craft compelling messaging that resonates with customers' emotional needs, build trust through authenticity, and optimize the customer experience to create long-lasting loyalty. Throughout the book, Rechner presents thought-provoking case studies, expert interviews, and hands-on exercises, allowing readers to apply the principles and strategies discussed to their own businesses. Whether you're a marketing professional, business owner, or aspiring entrepreneur, "Why Customers Buy" provides a comprehensive toolkit to unlock the mysteries of customer behavior and transform your approach to sales and marketing. By embracing the psychological factors that influence customer decisions, businesses can gain a competitive edge, create impactful connections with their target audience, and ultimately drive growth and success in today's dynamic marketplace. "Why Customers Buy" is an indispensable guide for anyone seeking to unravel the enigma of consumer behavior and harness its power to drive business success.
Download or read book The Influence of National Culture on Customers Cross Buying Intentions in Asian Banking Services written by Jung Kee Hong and published by Routledge. This book was released on 2014-04-24 with total page 201 pages. Available in PDF, EPUB and Kindle. Book excerpt: The traditional walls between banking, insurance and securities markets are breaking down as a result of deregulation and liberalization of financial services. The cross-buying of financial services has become a global trend as a part of the convergence of financial services. This trend has recently commenced in East Asian countries, such as Taiwan and Korea, where the tremendous growth of these activities has been noticed. The book explores what the determinants of this growth in East Asia, particularly in Korea and Taiwan are, and how these determinants influence differently to the customers of these two countries when compared with the studies conducted on other countries (e.g. Europe and North America). The book opens the view on the subject of customers’ behavioral intentions of cross-buying banking services in East Asian countries, especially from a cross-cultural perspective and empirically tested findings help marketing personnel in financial institutions, marketing practitioners’ in banks and researchers of financial services and marketing, understanding on East Asia such as Taiwan and Korea, where the tremendous growth of these activities has been noticed in recent years.
Download or read book Sell written by Dale Carnegie & Associates and published by Gildan Media LLC aka G&D Media. This book was released on 2019-10-22 with total page 160 pages. Available in PDF, EPUB and Kindle. Book excerpt: What do How to Win Friends and Influence People and Sell! have in common (other than Dale Carnegie)? They're both based on the premise that RELATIONSHIPS are what matter. In this age, where media is social and funding is raised by crowds, the sales cycle has permanently changed. It's no longer enough to know your product, nor always appropriate to challenge your customer's thinking based on your online research. In Sell!: The Way Your Customers Want to Buy, Dale Carnegie & Associates reveal the REAL modern sales cycle. It's one that depends on your ability to influence more than just one buyer, understand what today's customers want from you (and don't want), and use time-tested human relations principles that will help you strengthen relationships anywhere in the global economy. Readers will learn the five stages to master in the modern selling process, and learn from real sales examples told by top performing salespeople and veteran sales trainers from the U.S. to Europe, the Middle East, India, Japan and points in between. This book combines insightful new research, a modern sales process and timeless, powerful human relations principles. It's a fresh take on what works today to grow sales. Learn the two traits customers want most from their salespeople Which types of questions are rarely asked by all but top salespeople? When will customers be willing to pay more for your solution or product? How what you think about can matter to customers and change your results? And get access to online training resources that come with this book! "A familiar but wide-ranging guide to applying Carnegie's up-close-and-personal principles to selling." -KIRKUS Reviews
Download or read book Why Customers Really Buy written by Linda Goodman and published by Red Wheel/Weiser. This book was released on 2009-01-01 with total page 256 pages. Available in PDF, EPUB and Kindle. Book excerpt: The motivations customers act on are seldom logical, predictable, or even conscious. Instead, their strongest responses stem from one source: emotion. It's a deceptively simple reality. But it permanently changes the way organizations must go about understanding their customers. Why Customers Really Buy introduces emotional-trigger research, a revolutionary new approach that uncovers the core, unfiltered, and spontaneous triggers that drive customer sales. Traditional market research is outmoded and counterproductive because old methods measure rather than inform. They generate predictable answers that confirm preconceived assumptions. Emotional-trigger research is a powerfully different method that gets to the heart of what companies need to know. Based on an indirect approach that features provocative questions, insightful listening, and in-depth conversations, the results are more spontaneous and enlightening. This book equips sales and marketing professionals with: The keys to solving the mystery of how customer decisions are really made Twelve real-world case studies illustrating how emotional-trigger research solved many of the most pressing sales/marketing challenges companies confront Twelve universal sales/marketing lessons revealed through emotional-trigger research and how to apply those lessons to diverse industries Why Customers Really Buy reveals how customers emotionally connect with a product or service, and goes to the very root of how to craft winning solutions to reach them.
Download or read book Do Food Stamp and Other Customers Buy the Same Products in Supermarkets written by Paul Edwin Nelson and published by . This book was released on 1979 with total page 24 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Download or read book Buy Now written by Rick Cesari and published by John Wiley & Sons. This book was released on 2011-01-19 with total page 240 pages. Available in PDF, EPUB and Kindle. Book excerpt: Learn the secrets of direct response marketing with the man who created the George Foreman Grill campaign In today's highly competitive, global marketplace, businesses have to do more than just advertise their products. By taking advantage of the accountable advertising model that direct response has to offer, you can improve your bottom line, build brands, and develop lasting relationships with legions of satisfied customers. In Buy Now!, Rick Cesari reveals twenty-five years' worth of insights and methods, enabling you to make the most of direct response marketing in your business toolkit. Whether you're a business owner, executive, inventor, or marketer, Buy Now! gives you the secrets behind the successful campaigns that catapulted products into millions of homes. Find out how to use direct response to create a "self-funding "marketing campaign Learn the techniques to building offers that will get people to respond to your products Use "high touch" direct response marketing to build brand equity and drive sales at retail Find out why large companies like Johnson & Johnson and Valvoline are using these concepts for their consumer brands Cesari has put more companies on the Inc. 500 list of fastest growing companies than anyone else Buy Now! to launch your products and campaigns to new heights-and connect with customers as never before-with Cesari's market-leading insights.
Download or read book Never Lose a Customer Again written by Joey Coleman and published by Penguin. This book was released on 2018-04-03 with total page 370 pages. Available in PDF, EPUB and Kindle. Book excerpt: Award-winning speaker and business consultant Joey Coleman teaches audiences and companies all over the world how to turn a one-time purchaser into a lifelong customer. Coleman's theory of building customer loyalty isn't about focusing on marketing or closing the sale: It's about the First 100 Days® after the sale and the interactions the customer experiences. While new customers experience joy, euphoria, and excitement, these feelings quickly shift to fear, doubt, and uncertainty as buyer's remorse sets in. Across all industries, somewhere between 20%-70% of newly acquired customers will stop doing business with a company with the first 100 days of being a new customer because they feel neglected in the early stages of customer onboarding. In Never Lose a Customer Again, Coleman offers a philosophy and methodology for dramatically increasing customer retention and as a result, the bottom line. He identifies eight distinct emotional phases customers go through in the 100 days following a purchase. From an impulse buy at Starbucks to the thoughtful purchase of a first house, all customers have the potential to experience the eight phases of the customer journey. If you can understand and anticipate the customers' emotions, you can apply a myriad of tools and techniques -- in-person, email, phone, mail, video, and presents -- to cement a long and valuable relationship. Coleman's system is presented through research and case studies showing how best-in-class companies create remarkable customer experiences at each step in the customer lifecycle. In the "Acclimate" stage, customers need you to hold their hand and over-explain how to use your product or service. They're often too embarrassed to admit they're confused. Take a cue from Canadian software company PolicyMedical and their challenge of getting non-technical users to undergo a complex installation and implementation process. They turned a series of project spreadsheets and installation manuals into a beautiful puzzle customers could assemble after completing each milestone. In the "Adopt" stage, customers should be welcomed to the highest tier of tribal membership with both public and private recognitions. For instance, Sephora's VIB Rogue member welcome gift provides a metallic membership card (private recognition) and a members-only shade of lipstick (for public display). In the final stage, "Advocate," loyal customers and raving fans are primed to provide powerful referrals. That's how elite entrepreneurial event MastermindTalks continues to sell-out their conference year after year - with zero dollars spent on marketing. By surprising their loyal fans with amazing referral bonuses (an all-expenses paid safari?!) they guarantee their community will keep providing perfect referrals. Drawing on nearly two decades of consulting and keynoting, Coleman provides strategies and systems to increase customer loyalty. Applicable to companies in any industry and of any size (whether measured in employee count, revenue, or total number of customers), implementing his methods regularly leads to an increase in profits of 25-100%. Working with well-known clients like Hyatt Hotels, Zappos, and NASA, as well as mom-and-pop shops and solo entrepreneurs around the world, Coleman's customer retention system has produced incredible results in dozens of industries. His approach to creating remarkable customer experiences requires minimal financial investment and will be fun for owners, employees, and teams to implement. This book is required reading for business owners, CEOs, and managers - as well as sales and marketing teams, account managers, and customer service representatives looking for easy to implement action steps that result in lasting change, increased profits, and lifelong customer retention.
Download or read book Your First 100 written by Meera Kothand and published by Createspace Independent Publishing Platform. This book was released on 2018-04-02 with total page 150 pages. Available in PDF, EPUB and Kindle. Book excerpt: What if you had a pool of repeat customers and loyal, raving fans waiting to buy EVERY SINGLE ONE of your digital products? What if you never had to chase or wonder where the next sale of your digital product is going to come from? What if you knew exactly how to turn first time visitors into subscribers and then loyal customers who stay and buy again and again and again... Nodding YES? Your First 100 will allow you to discover how to take the brand and business you have right now and transform it into one that has the potential to build repeat customers and loyal, raving fans. Brand loyalty isn't just for the big brands. Your First 100 will show you how you can tap into the exact loyalty recipe as an online business and brand selling digital products. Here's what's packed into this how-to guide: How to be TOP OF MIND every single time your ideal customer is ready to buy The 4C formula to writing emails that hook That ONE thing you need to get from your ideal customer (without this, the ASK gets so much harder) A DEAD SIMPLE way to structure your offers so that your customers keep coming back for more How the 5P Touch Framework will help you burn a single brand footprint into all interactions your audience has with your business (and why you need ALL 5!) How you can QUICKLY turn your ideal customer into a buyer and then a loyal, raving fan In Your First 100, you will be introduced to a system of ideas and questions to think about, ask yourself, and apply to your digital product-based business in 5 core areas so that you can turn first time visitors into repeat customers and loyal, raving fans. Imagine for a minute how your business would change if you never had to worry about where the next sale of your digital product is going to come from... Your offers (paid and free) become seductive magnets of YES! that your audience can't resist. Your audience is sold on whatever you put on sale because it's from YOU and they want it. Every core area in your business is intentional and works toward creating a brand experience that attracts your tribe-your repeat customers and loyal, raving fans. That's the power of the process and promise behind Your First 100. Intrigued yet? Then scroll to the top and click or tap "Buy Now."
Download or read book Roadmap to Revenue written by Kristin Zhivago and published by . This book was released on 2011-03 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: The secret to higher revenue is locked in the mind of your current customers. Using the proven methods in this book, you will learn how to interview your own customers so you understand exactly what they were looking for, why they bought from you, what they value about your product or service, and the steps they went through as they purchased your product or service. You will understand their questions and concerns, and the answers they needed in order to be convinced that your product or service would meet their need. Armed with this information, you can reverse-engineer your successful sales and manufacture new sales in quantity. This is the core premise of the book, and it will transform and empower all of your marketing and sales efforts. You will make it easy for new customers to find you, like what they see, and buy from you. You will be able to map out their buying process and then support that process at every stage. Your content will resonate with potential customers, because you will be using concepts, words, and phrases that came from others with similar problems and seeking similar solutions. You will use marketing methods that will work for your product or service, and avoid those that won't, guided by the information provided by your own customers. Roadmap to Revenue: How to Sell the Way Your Customers Want to Buy is a step-by-step guide to increased sales, using a method that has been tested, perfected, and proven to work, regardless of the size of the company or the industry.
Download or read book Buying Styles written by Michael WILKINSON and published by AMACOM Div American Mgmt Assn. This book was released on 2009-07-08 with total page 160 pages. Available in PDF, EPUB and Kindle. Book excerpt: Most sales professionals spend all their time and energy trying to perfect their own style of selling. Yet they fail to recognize that buyers all have their own individual “buying styles”...and when sellers learn how to adapt their own methods to best suit each buying style, they can dramatically increase their success rate. Presented as a “learning adventure,” Buying Styles begins with a fictional situation in which a salesperson has just lost a major sale...and decides to find out why. Readers are then brought along on an interactive lesson that shows them how to: • recognize the four key buying styles • understand what to do (and not to do) when selling to customers exhibiting each • quickly spot the tell-tale signs that they are using the wrong approach • gain the confidence of prospects • improve their relationships with existing clients • develop a strategy for approaching new prospects • increase their chances of closing each and every sale This quick and easy read, packed with tips, checklists, and on-the-go references, unveils powerful new insights for successfully selling to anyone.
Download or read book How To Sell When Nobody s Buying written by Dave Lakhani and published by John Wiley & Sons. This book was released on 2009-06-15 with total page 256 pages. Available in PDF, EPUB and Kindle. Book excerpt: The most effective sales strategies for tough economic times Today's selling environment is tough, and only getting tougher. The old tactics are no longer working, and the current economy is only making selling more difficult. You need sales tactics and strategies that work now and fast . . . even when no one wants to buy-and tactics and strategies that will work even better when they do want to buy. How to Sell When Nobody's Buying is a practical, effective guide to selling even in the toughest of times. This book is packed with new information about creating sales opportunities. Most sales strategies taught today are based on outdated information from ten, twenty, even thirty years ago and they simply don't work today. You'll find the tools and information you need to gain confidence, create powerful alliances, profitable social networks, and drive your profits to unprecedented highs. Whether you sell business-to-business or direct to the consumer, whether you sell real estate or retail, this is the sales guide for you. Features effective, simple strategies for selling in tough economic times Offers free or low-cost prospecting tools that bring in customers by the herd Includes case studies from top salespeople that reveal new ways to bring in customers From sales guru Dave Lakhani, author of Persuasion, Subliminal Persuasion, and The Power of an Hour These days, you need all the help you can get to sell effectively. If you want to increase your sales and drive your business forward-no matter what the economy or your industry does-learn How to Sell When Nobody's Buying.
