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    The Progress Coaching Blog

    How to Get Your Customers to Purchase

    March 26, 2013 Posted by : Tim Hagen
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    describe the imageHOW TO INFLUENCE CUSTOMERS TO PURCHASE

    Marketing, advertising, public relations. These are tools that we use to make sure that consumers are aware of our product and service. We can spend thousands of dollars (and most companies spend more) just to make sure that consumers know about us, but here’s the catch: it takes more than brand awareness to influence a customer’s decision. The ultimate objective of any campaign or marketing effort is to affect behavior because if we don’t, people won’t be driven to purchase what we have to offer.

    • Start by giving meaning to your product.
      • Say for instance, you were a small sales training company looking to use the Internet to promote your service (we’re really thinking out of the box here). How would integrate meaning? If you create a website, make sure to include informational pieces that will somehow benefit potential customers. Whitepapers and blogs are a great way to do this. 
      • When you put free information out there for everyone to read, you are immediately building credibility. The more people view your company as a credible source, the more likely they are to invest their time and money into your service.
    • Gain credibility and influence people’s behavior through relationship building.
      • You can begin with your current client base and then build outwards to warm leads. There is no end to the possible business opportunities if you really take the time to cultivate and maintain relationships. They are an enduring link, and oftentimes, they lead to repeat purchasing and loyalty.
    • Build Trust.
      • Create an experience that will make a positive and lasting impression on your customers. So, send out thank you cards whenever a customer makes a purchase. Follow up with them to make sure that the product is working. Send out items of interest to show that you remember more than just the fact that they purchased from you.

    Consumers not only have to be made aware of a product or service, but they also have to be moved to purchase it, otherwise all marketing has been a waste. So, if you’ve been asking, “How can I increase my sales?” The answer is to create a marketing campaign or to train your sales people to affect consumer behavior. It’s one of the best ways to see your sales progress.

    To learn more about customer relationships, attend our Webinar on April 26th: Closing the Sale in 5 Easy Steps

    Watch This Webinar:  Always Stay Positive

    To learn how to use coaching to drive your selling process, download the whitepaper below.

    Download White Paper:  How Coaching Can Drive Your Selling Process

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    About Author

    Tim Hagen
    Tim Hagen

    Tim Hagen founded Progress Coaching, a Training Reinforcement Partner Company, in 1997. His entrepreneurial career began in college leading to positions in sales, sales management, and sales training for small and large corporations, and eventually ownership of several training companies. Tim is often a keynote speaker at companies teaching the value of coaching and conversations in the workplace. He possesses a unique combination of hands-on experience, academics, and innovative insight to solve the industry’s most common challenges specific to workplace performance. Tim holds a bachelor’s degree in Adult Education and Training from the University of Wisconsin, Milwaukee.

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