How to attract new customers
The first event consists in a detailed description of the product and highlighting its characteristics. This event is necessary because usually the goods are considered on the one hand, from the seller’s needs, from the seller’s point of view. If the seller loves red, then he will focus on it. If he loves fashion, then on this. But, as it is not surprising, what the seller needs is not always necessary for the buyer.
Therefore, it is not always the buyer who buys what the seller offers him, but only if he is the same as the seller and he needs the same as the seller. Accordingly, you need to describe the product in as much detail as possible in order to highlight its other characteristics. As long as you describe the product, you will have many interesting ideas on how to attract new customers.
It is necessary to highlight all the characteristics, and not just those that the seller considers important. The buyer may consider important completely different product characteristics. You can do all this in your mind, but it’s better to create the appropriate table on paper or in electronic form and write everything down there. So the characteristics are better to remember.
The second event consists in a detailed description of customers and highlight their characteristics. The client, as well as the goods, on the part of the seller is usually viewed on the one hand. The seller is trying to see in himself or something important for himself. There are people similar to the seller, but there are also not similar. The seller understands similar customers and can sell them the goods. The seller does not understand customers who are unlike themselves and cannot sell goods to them.
Accordingly, in order to understand how to attract new customers, you must first understand the client. To do this, it must be described in as much detail as possible in order to highlight all its characteristics. It is necessary to highlight all the characteristics, and not just those that the seller considers important. The client may consider important their completely different characteristics and it is on them to be guided when choosing a product.
The more characteristics of the client it turns out to allocate, the more chances to sell the goods. As in the case of the goods, all this can be done in the mind, but it is better to create the appropriate table on paper or in electronic form and write everything down there.
Well, the third, final event consists in linking the characteristics of the client and the product. In order to do this, you need to find in the product characteristics that correspond to the characteristics of the client and then, in the process of communicating with the client, indicate to him this relationship. The more such bundles can be made, the more their goods will look in the eyes of the client and their relatives, the greater the likelihood that the goods will be sold.
At first it will be difficult to build ligaments, but over time and with experience they will be built automatically. The more often you begin to use a bunch, the better it will turn out for you. Someone will succeed right away, someone for the third time, someone for the fifth, and someone only for the tenth, but always will. You just need to take and try. Each new bundle that you build will open to the client more and more new sides of the old product. And of course, you have to have a model of customer behavior.
For example, take a simple product – a winter jacket. It can be warm, it can be fashionable, it can be beautiful. This means that the same jacket can be different, which means that in reality the seller has not one product, but many goods in one jacket. The more characteristics a seller finds in the same jacket, the more goods he will have within this jacket.
You can have one jacket and 10 goods in her face, but you can have 10 jackets and only one product in their face. Also, for example, take a client for such a jacket. For one seller, he is just a certain amount of money that the seller expects to receive. For another seller, the customer is primarily a person who has the age, status, desires, needs and problems that he wants to solve.
You do not have to be Nostradamus to guess which of the sellers will be able to attract this client and sell him this jacket. Of course, there are exceptions, but almost always the jacket will be sold by the seller who has 10 jackets in the face of one jacket and 10 clients in the face of one client.
So, new customers are well-forgotten old customers. Accordingly, the question of how to attract new customers is transformed into the question of how to make the product look necessary for those customers who already have it. The solution to this issue is the work of the seller. This is what the seller should do.
In general, of course, in the ideal case, the seller only brings the bundles to customers, and marketers are engaged in the study of goods, customers and the compilation of bundles between them. It is to ensure that the seller is not distracted from communicating with the client to help him and is given a marketer. Before the advent of marketers, the seller did everything himself, but then marketers began to help him.