How Do You Get People to Buy Your Products – To win customers, you have to do two things: Make them aware that you exist and Convince them to choose you over your competitors.
Customers have two resources they trade back and forth: time and money. In many cases, they are faced with a clear-cut choice: Spend more time to
save money, or spend more money to save time. For your business to succeed, you must figure out how to provide your customers with the results they want for the lowest price and the greatest convenience. This is value.
VALUE = PRICE + DESIRED RESULTS + CONVENIENCE
We are living in the most competitive business environment any of us have seen. As a result, pricing has become a key issue. Everyone has access to more information than ever before and we are all more sophisticated as a consumer base. All things considered, consumers gravitate toward the lowest price when making a purchase decision. Price is a significant, if not the most significant, factor in our perception of value.
Another key factor in our perception of value is results. We have to make sure our products and services deliver the results our clients are looking for. In order to accomplish this, we need to know what our customers want and need, then put quality checks in place to ensure that we deliver what they expect.
The third factor in value is convenience. It seems that time is at a premium for everyone, and we are willing to trade money or brand loyalty for time. To the extent that we can make our product or service more convenient for our customer, we have a definite edge over less convenient alternatives.