How to Generate Demand and Understand Buying Triggers

When it comes to business there is nothing more important than staying ahead of the curve. Whether it is the competition or new, cutting edge products, innovation is the name of the game. And while many businesses have continued to stay in business without changing their approach, these examples are few and far between. For the vast majority of business owners it is imperative to not only understand your customers needs but to also have a unique interest in adapting your business model to help improve customer relations as well as sales. When it comes to generating demand and understanding buying triggers from the customer’s perspective, nothing is more valuable than being able to put yourself into the shoes of your prospective clients. While these tips will not cover every jot and tittle of the business world it will, hopefully, spark the creative genius in your mind.

First, your customers are not a guarantee. For many business owners there seems to be a disconnect when it comes to drawing people into your field. The majority of people do not window shop and they do not simply walk into an unknown business for the sake of having something to do. In order to create a tie between your prospective customer and your business it is imperative that you connect first with their need and then with their desire. In an economic situation like we face these days, desires are often overlooked and cast aside in favor of pure need.

In order to create the demand for your product or your service, you must find a way to appeal to the needs side of your customer before anything else. By highlighting the need of your customer you are bringing them to a point of decision. Once the customers mind begins to turn with the prospect of purchasing a new product/service, you then have an opportunity to speak to their desire. This is the first key to driving up the demand for your product. Notice, this approach does not change your product, it changes your technique in presenting your product.

Second, the idea buying triggers is not a new phenomenon. This idea hinges on the opposite of the previous step. In order to appeal to the buying side of your client, buying triggers suggest that there is a way for you to manipulate the environment in which your customer finds him or herself. This does not mean that you actually change the aesthetics, while that could make a difference. What it does mean is that you make a concerted effort to appeal to the emotional side of a client, this is best understood by using a phrase such as, “you deserve this…”

Are you looking for effective sales training in Chicago? The Sales Coaching Institute provides a great foundational education in sales fundamentals along with practical tips for execution.

Leave a Reply

Your email address will not be published. Required fields are marked *