Why should people buy from you?

Are you pushing the WHAT?

• What your business is
• What products/services you provide
• What an enviable customer base you have

Or do you promote the WHY?

• Why your business exists
• Why your product/service will provide value
• Why you know someone will be an amazing customer

Ask yourself the WHY factors in your business.

This works because people don’t buy what you do, they buy why you do it. People buy emotionally and justify logically.

What is a high involvement purchase decision?

When a customer is looking to join our classes they go on a journey. They need to invest into the brand, what we do and why we do it. They will compare with other similar services, they will spend time deciding which class to choose and invest their own time into.  The customer journey refers to the process someone goes through, from being a member of your target audience to becoming a customer.

During the customer journey, each time that person has any form of contact with your brand, this is know as a ‘touchpoint’. The average number of ‘touchpoints’ someone undergoes before they become a customer is 8.

What are ‘touchpoints?

Ensuring you use all available touch points will increase the number of people from your target market to be converted into customers.

In Summary

Do you understand WHY people buy from you?

What are the WHY factors in your business?

Do you understand how pushing the WHY rather than the what engages people?

Do you know your customer touchpoints?