Why Customers Buy

August 17, 2015

Many businesses expend a tremendous amount of effort developing the perfect sales strategy, but only a few make a concerned commitment to studying how people make buying decisions. One quote that we implement in our selling strategy is this: People don’t like to be sold, but they love to buy. This should be any organization’s or company’s guiding light when identifying and developing ways to gain new customers and grow their businesses.

The first step in doing this is this: Develop Your Likability. Some people are naturally likable, perhaps because of their demeanor, personality, or looks. For all the rest of us, we must overtly make others take notice. Likability and respect go hand in hand.

Here are 3 ways to develop and increase your likability.

  1. Be quick to respond. Let’s face it. People want to talk to a “live” person and not have to navigate their way through many layers, and then possibly be disconnected before they even reach a real person. Right then and there, most people will not even try to call back later. Offer generous hours of operation and phone coverage for your business.
  1. Be a good listener. Study the behaviors of those people in your life who are good listeners. Those listeners will not interrupt the other person in conversation, will ask open-ended questions, and exhibit engaging body language. They will not act like they’re bored and unsympathetic. They will be engaging and make you feel like you are the most important person to them at that very moment.
  1. Be appreciative. A once brilliant philosopher names, Anonymous said it perfectly. “People will forget what you said. People will forget what you did. But people will never forget how you made them feel.” This is so true and will always be true because of our human nature. People should feel good about themselves and what they are trying to accomplish after they have had a conversation with you. It doesn’t mean that you will always get the sale, but you will never get the sale if you make a person feel inferior in any way.

If you are in the market in the St. Louis, MO metropolitan area and are in need of custom screen printing for tees and custom embroidery for polos, please give us a call. You will always get a “live” person on the other end, except in the rare occasion that we are with another customer or temporarily unavailable. If you leave a voice mail, we will return the call as soon as possible. Hope to hear from you soon!