As a business owner and marketing person, one area we constantly need to focus on is getting more prospects into our pipeline. One of the best ways to do that is by marketing what people “want” rather than what they “need”.
To use my business as an example, everybody needs to be more productive and more efficient about how they do things and run their business, but what they want is more time.
I often ask business owners:
“What would you do with an extra 10 hours a week, every week from now on?”
Or I will say:
“I help business owners free up 10 hours week so they can do the things that are really important to them.”
They want more time – productivity coaching (what they need) is the way they get it.
Finding What They Want
The best way to find out what people want is to ask your customers why they purchased from you.
Note: The best time to ask is right after the sale has taken place. Buying is mostly an emotional decision and the emotion is based on the “want”.
Example Questions:
- What was the number one reason you decided to do business with me?
What about this product made you decide to buy it?
What about this service made you decide to buy it?
If you could pick one thing that made you decide to purchase this today, what would that be?
Leave a comment and let me know your thoughts and tips you have used to discover the “want” in your business.
