I’ve always been interested in human nature: what causes
people to do certain things, i.e., buy this over that, etc.
and over the years I’ve learned a lot.
And one of the biggest marketing lessons I learned was from my Father.
When I was about 9 years old, he and I went to the local
hardware shop to replace a drill bit for a power tool. Generally,
when I went with him we were in and out in a flash.
He knew what he wanted; purchased it; and away we would fly.
This time, though, there was a new guy who waited on
us and he began chatting with Dad about ‘guy’ stuff
and he soon had Dad telling him all about his latest project.
The Salesman said, “I can see you love what you do. Here,
let me discount that drill bit for you and save you a little money
and next time you need a new power tool, come to see me.”
My jaw nearly dropped to the floor when I heard my Dad say,
“Thank you. I will. But you know? I’ve got a few minutes
to spare, maybe I’ll take a look at some now. Been thinking
maybe it was time for a new one.”
My father walked out of there with a free $0.89 drill bit
and about $150 poorer, and he was happy about it!
Lesson Learned: Learn to listen! Find out what is important
to your customer. Do not focus on selling a product.
Help your customer accomplish the goal they had in
mind when they first walked or surfed in :).
By building a safe and friendly environment first, you will
also be building a solid relationship with the customer
for the next potential sale.
So that’s my weekend tip for this week.
It’s exactly the same on the internet. Everyone wants and needs
to feel they are special; that they are in full control of their choices
and that their business is important to you.
Consider that when you craft your next ad and have
a great week ahead.
Dev
people to do certain things, i.e., buy this over that, etc.
and over the years I’ve learned a lot.
And one of the biggest marketing lessons I learned was from my Father.
When I was about 9 years old, he and I went to the local
hardware shop to replace a drill bit for a power tool. Generally,
when I went with him we were in and out in a flash.
He knew what he wanted; purchased it; and away we would fly.
This time, though, there was a new guy who waited on
us and he began chatting with Dad about ‘guy’ stuff
and he soon had Dad telling him all about his latest project.
The Salesman said, “I can see you love what you do. Here,
let me discount that drill bit for you and save you a little money
and next time you need a new power tool, come to see me.”
My jaw nearly dropped to the floor when I heard my Dad say,
“Thank you. I will. But you know? I’ve got a few minutes
to spare, maybe I’ll take a look at some now. Been thinking
maybe it was time for a new one.”
My father walked out of there with a free $0.89 drill bit
and about $150 poorer, and he was happy about it!
Lesson Learned: Learn to listen! Find out what is important
to your customer. Do not focus on selling a product.
Help your customer accomplish the goal they had in
mind when they first walked or surfed in :).
By building a safe and friendly environment first, you will
also be building a solid relationship with the customer
for the next potential sale.
So that’s my weekend tip for this week.
It’s exactly the same on the internet. Everyone wants and needs
to feel they are special; that they are in full control of their choices
and that their business is important to you.
Consider that when you craft your next ad and have
a great week ahead.
Dev