| The key to understanding the how to sell | | | | Their initial impression of your business, |
| anything is understanding what goes through a | | | | your products is formed quickly, so make sure |
| potential buyer's mind. By tapping into | | | | it's a good one. Displays and space vary |
| their thought process, you unlock the secrets | | | | depending on the business, but always keep |
| to selling them exactly what they want. Of | | | | the customer in mind when designing or |
| course, since we're all consumers in one way | | | | placing anything so as to make this first |
| or another, this isn't as difficult as it | | | | impression a good one.- Price: for all types |
| sounds. In fact, once you examine the | | | | of shoppers, the price of an item or service |
| different types of shoppers out there, it's | | | | is of the utmost importance. This doesn't |
| easy to anticipate their needs and the | | | | necessarily mean that everyone's out for a |
| critical moments in their minds as they | | | | bargain-though sales and lower prices than |
| decide on one product over another.First, | | | | your competitors never hurt. It does mean, |
| then, it is essential to look at each of the | | | | however, that the price must reflect the |
| types of shoppers, to get a better idea of | | | | value, and people must feel as though they're |
| the critical points in their decision making | | | | getting good value for their money.- Specific |
| process:- Economic Shopper: this is the kind | | | | Features and Additional Information: "What's |
| of customer whose main focus is on the price | | | | in it for me?" is the age-old question that |
| of a product. Their main motivation is | | | | everyone asks before they spend their |
| getting the most value for their money-and | | | | hard-earned money on anything. That means |
| often they're willing to go to great | | | | that any important information about the |
| distances to save. You can get these | | | | product or service must be easy for the |
| customers into your store with a sale, but | | | | customer to find, and any signage or sales |
| will have to display generally low prices for | | | | people available should be put to good use to |
| good value if you want to keep | | | | highlight features and bonuses.- Service: |
| them.- Personalizing Shopper: often the most | | | | especially when it comes to customers who |
| pleasant customers to work with, these are | | | | dislike shopping, a key point in the decision |
| the kinds of people who enjoy shopping, and | | | | making process is the service provided by |
| who enjoy interaction with sales staff. | | | | retailers like you. Whether that means |
| Customer service is their main motivation, | | | | spending extra time with a chatty fellow, or |
| and they know what they like.- Ethical | | | | getting a hurried young lady in and out |
| Shopper: these customers will avoid stores or | | | | quickly, going the extra mile when it comes |
| companies for ethical or personal reasons. | | | | to service means happy customers that come |
| If your store contains products which they | | | | back to buy from you again.By understanding |
| judge unethical, they simply won't shop | | | | more about your buyers, you'll find you have |
| there. Close communication with your | | | | a great deal more success selling to them. |
| suppliers and carefully choosing your stock | | | | No matter what kind of product or service you |
| will help you appeal to these very discerning | | | | provide, a better rapport with your |
| shoppers.- Apathetic Shopper: everyone knows | | | | customers-and their repeat business-begins |
| someone like this-these types of customers | | | | with a better grasp on just how they |
| dislike shopping in general, and will often | | | | shop.Robert Moment is an innovative business |
| choose the most convenient retailer. | | | | strategist and author of ,"It Only Takes a |
| Shopping can often be tiring and troublesome, | | | | Moment to Score" and upcoming book "Invisible |
| so appeal to these kinds of customers with | | | | Profits: The Power of Exceptional Customer |
| great customer service that gets them what | | | | Service". Robert show entrepreneurs how to |
| they want and on their way quickly.From here, | | | | successfully build and grow profitable |
| we can see that there are really four | | | | service-based small businesses. Visit and |
| critical moments in any buyer's mind that | | | | download the FREE Special Report " 17 |
| every retailer should keep in mind:- The | | | | Profitable Ways to Turn Your Ideas into |
| Initial Impression: this is where you'll have | | | | Wealth. |
| the chance to win over shoppers of all kinds. | | | | |