How to Answer the Question: “What do people really buy?”

 

We are all customers and consumers – we all go out and buy products and services for our homes and for our businesses so it feels bizarre to have to go back to the basics of business and ask:

“What do people really buy?”

Please memorise and inwardly digest the following:

“Do you offer a benefit to your consumer that is greater than the cost?”
I know that this is obvious... but often we need to state the obvious.

Fact
People normally buy benefits and not features. A key problem (particularly for business owners) is that we get so preoccupied with the features that we have given our product, we forget why the customer might wish to buy it in the first place!

Fact
People buy your product for what it does for them not for what it is!

Fact (I must stop repeating myself!)
“The only products that succeed are those that offer a benefit to consumers…

…that is greater than their cost.”

Key point
In this world of credit crunch, recession, falling sales, similarity and mediocrity, we only need to be 5% different from the competition to stand out!
 
 
 
Robert Craven shows MDs and owners how to grow their sales and profits and focuses on how to do this in recessionary times. His latest book is the runaway success “Beating the Credit Crunch – how to survive and thrive in the current recession” www.directorscentre.com
 
He is a keynote speaker and the author of business best-seller ‘Kick-Start Your Business’ (foreword by Sir Richard Branson) and runs The Directors’ Centre, helping growing businesses to grow.
 

For further information, contact Robert Craven on 01225 851044 rc@directorscentre.com