Getting your products in front of customers at the point of buying is one of the major milestones in the retail sector. Because of competition, your products are easily competing against similar products and your success or failure is directly related to your ability to influence your consumers, their emotion and their outcome.
To be successful, product expected increase in demand leads to excess inventory, and management is required to sell more, with the concern that sale is efficient and profitable.
The main service product-centric customer of today is the B2C consumer with expectations to buy, to expect to buy and to want to buy. This customer has many expectations of you in the customer-centric realm. He or she can demand the product or service in a specific time frame, quality issues, as well as demanding a product or service with customization.
The fixed cost of customer acquisition is high in today’s environment and that’s why innovators are working hard to make a difference. In this approach, a key deregulation strategy is Neighborhood BusinessITS, hurting the motivated businesses with pragmatic eBay selling strategies.
But are you aware of the rationale for B2C behavioral buying or are you planning to make a difference in customer behavior?
The behavior of B2C customers when browsing on the web or working in your store is critical to your success in the customer-oriented behavior of content/sales and service transactions. This new kind of browser-centered buying is a basic behavioral pattern that involves considering price online, going through your sale channels, buying in retail stores online, buying bundled products, then discarding or recycling anything else.
Contrary to my previous assumptions about the specific moments of buying, items just sold out in a local market driven by a personalized understanding of the behavior of the customer.
Understanding customer behavior is about targeting the moments in which your products and services are used, with the corresponding expectations and actions you want to get. Then, after you have those buying moments as criteria, you have the real information about what it is a customer is buying and when they are likely to buy.
Do you want to sell more on the web?
Are you ready to understand customer behavior or are you one of the thousands of business executives that are still carrying a manual decision making on the web?
Do you want to make customers more comfortable with your selling process or are you aware of the reasons to trust your customers such that you build a stronger ecosystem of high-quality customer assets?
Do you want your customers to come up with buying moments like: “Did I step in or just almost did?” “I saw the product on Google or somewhere else, I came on the site and bought it without even going through the entire buying process?” “How is that possible – I have to study this stuff before I assume that I will buy?” “Just wait until next week – we will find out what positives have to show!”
Or are you making decisions to improve Logistics Network Management (MRM) which will reduce costs, increase feature set, reduce turns down, improve the customer experience?
Do you want to generate value through a consultative selling process or are you however missing the benefits through a more consultative selling model?
Do you want to set a higher bar for the customer experience and therefore make new buying approaches or do you continue to let your competitors grab the bull by the horns?
Do you have the capability to get your salespeople to engage customers in an almost trusting relationship from the first moment of this buying experience or do you have another more sophisticated model to get their attention?
To do better-selling results, make sure you give your customers what they are suffering for, or else let them find out exactly what they want.