| Do you know why your customer won't buy? You've | | | | and prices. The arborists should have educated me |
| given her the best price, possibly even the best | | | | about the quality of their cutting, their comprehensive |
| options. Yet she fidgets. Maybe, maybe not, she | | | | insurance policies, their warranties, their skills, and their |
| ponders.You stand by the wayside and sweat, praying | | | | service guarantees in detail. I needed to know anything |
| the sale will go through. Then almost inexplicably, it slips | | | | and everything that would help me decide in |
| out of your hands, and you don't even know why. You | | | | someone's favor. Not one of those bids included that |
| curse, rant and rave silently at her indecisive nature. | | | | kind of information.Look at yourself. Let's say you hire |
| Yet ironically, the fault is all yours.Don't agree? Hold | | | | someone for your firm. How little would you like to |
| your horses and you'll learn a simple, fundamental | | | | know about him? Or say you go out on a date. How |
| psychological factor you've been missing in your | | | | little do you want to know about your partner? Every |
| marketing strategy, and how you can rectify it in a | | | | piece of the puzzle is absolutely necessary. Don't |
| flash.Why The Trees In Our Front Yard Are Still | | | | forget to give your customers a reason to buy from |
| Looking For a Barber | | | | YOU. Tell them about yourself. Provide all the juicy |
| Let me tell you a story about our front garden. Any | | | | details, and you will leave your competitors crying in |
| time now, I'm expecting Tarzan and a couple of | | | | their beer.What Is The Psychological Reasoning Behind |
| chimps to swing merrily by. Like something out of a | | | | The Whole Story?The strong, silent type is the one our |
| horror movie, the foliage has spread its tentacles, and | | | | mamas told us to watch out for. We instinctively trust |
| now hangs menacingly over several parts of the | | | | people less who tell us less. Even if we do like the |
| house.Yes I know we need an arborist to lop off | | | | person, we want them to open up. If you want people |
| those branches. And yes, we have called in at least | | | | to trust you, you have to tell them about yourself.This |
| half a dozen. Incredibly, we haven't made up our minds | | | | instinct of distrust is hardwired in our brains, and you'd |
| on whom we should choose. Like deer caught in the | | | | do well to pay attention to it. A lack of adequate detail |
| headlights, we've been frozen in indecision. One | | | | doesn't help to build trust, which is why customers go |
| itty-bitty factor would have made it easy to decide, but | | | | from hello to sayonara very quickly. Once you have |
| it has eluded us completely.I Know What You're | | | | their attention, stop saying stupid things like, "Buy from |
| Thinking, And It's Not Price...Oh boy! We have | | | | me," and start giving them all the reasons WHY they |
| estimates up to our ears. One quote is as high as | | | | should buy from you (read the article on The Power |
| $800 (aaargggh!), while the other one blushes at $250, | | | | of Why). Add spices to your marketing strategy curry, |
| and all the rest do a merry dance in between. You'd | | | | and your customer will be captivated by the aroma. |
| think the cheaper quote would get the thumbs up right | | | | Churn the gastric juices in their brains. Make them |
| away, wouldn't you? Well it didn't.In fact, it has added to | | | | salivate. Get them to drool. And when they're ready to |
| the confusion because we can't understand why there | | | | eat, feed them well.Ta-Ta RiskTelling the Whole Story |
| would be such a huge difference for what is | | | | eliminates a big hurdle called risk. The less your |
| essentially the same job.And Here Is The Reason | | | | customers knows about you, the more they are |
| Why We Can't Decide...It's a factor called the Full | | | | frozen in indecision. When faced with this scenario, |
| Story. While every single one of those arborists | | | | they resort to the only thing they know-price. Just like |
| provided us with quotes, not one of them gave us a | | | | you, they make a decision on the cheapest, trashiest |
| single reason to choose them. Any reason would have | | | | option available... because that's all you gave |
| been better than none. Ten reasons would have | | | | them!Abolish the hazard of your customer choosing to |
| clinched the deal, even with a higher price.This is one | | | | buy solely on price. Give her a first class education |
| of the main reasons why most deals seem to | | | | about why she needs to buy from you.The worst thing |
| disintegrate before the eyes of most business owners | | | | you can do is leave her hanging without sufficient |
| and sales people. We fail (and fail miserably) to | | | | info.....©Psychotactics Ltd. All Rights Reserved. |
| educate our customers about the unique advantages | | | | Wouldn't you love to stumble upon a secret library of |
| of working with us.It's An Impossible Puzzle If It Doesn't | | | | small business ideas?Find simple, yet electrifying ideas, |
| Have The PiecesPeople need to be gratified | | | | on copywriting, public speaking, sales conversion, |
| psychologically. Our brains are dying to know more | | | | marketing strategy,psychological tactics and branding. |
| about the companies that bid and all we get are terms | | | | Head down to today and judge for yourself. |