Optimize Customers’ Results Better Than Competitors Do

Customer integration optimizes results; it isn’t just a matter of selling. Customer integration can make your store necessary for consistently high quality results.

To attract consumers, explain why results are necessary & the value of your offers.

Example: ‘Even when weather is rough, (product) protects your __ with (features). The price of protection is lower than paying to replace your __. Discount retailers want you to be satisfied with cheap prices. Your satisfaction is apt to decline when cheap discount products wear out or break. It’s hard to avoid risks & solve problems when cheap products wear out or break. You get long-term safety & satisfaction from products at (store) because the service includes matching high quality products with results you need. If your need changes, let’s check your updated information & find the newest options.’

Instead of just selling products, help customers optimize specific results with high quality products & information about using products in specific conditions. Since product quality is a major factor, people need to learn how to optimally use that high quality to maintain products & results.

Without advice pertaining to their goals & product limitations, people might overestimate high quality products & misapply or overuse them. Or people might get fewer benefits than they deserve if they’re accustomed to cheap products & underestimate high quality products.

As an integrator, combine resources to offer the most complete kits for optimizing conditions by preventing & solving problems. Your offers should inspire customers to connect with your store as a consistent benefit source, especially since people don’t want to risk interruptions.

Optimize People's Lifestyles

Explain how you & your product suppliers use knowledge of products & local conditions to help people maintain or upgrade their lifestyles. When people are accustomed to lifestyles, they resist disruptions.

You should help people optimize their living standards, so they stay with you to avoid setbacks. If your store is just a product source, you’re apt to lose to price based competition. Surpass competitors by making your store an optimization resource.

Integrate with customers’ lives by coordinating customers' product choices & actions to produce the best results. Integration includes what customers want & why because reasons determine how (long/often) & when people use products &/or results. Confirm whether customers’ reasons fit conditions & product results.

You can provide more service than discount stores with product recommendations after talking about customers' needs & desires.

Example: If people want to feel & look athletic, they might wear running shoes for brand appeal & comfort instead of sports. Compare options based on customers’ needs. Do they need support for hours of standing & walking? Do they stand & walk on floors or soft, uneven ground? Would specialized shoes provide enough support? So people can adjust support for different activities, would basic shoes & removable inserts be better? People might need heel pads for walking & arch support for standing.

Optimal Product Choices

To guide product choices, ask questions. Examples: Until it became necessary to replace shoes, what did customers like about their current shoes? Do they want/need the same kind of shoes? In customers’ current conditions, what makes replacements necessary or desirable? Are there additional benefits that would make particular shoes ideal?

Ask about expectations because people might opt for low prices & lower quality options without considering how long or often they want to use products &/or results. Low quality products might not support customers' kinds of uses or frequencies of use. When results or experiences depend on multiple products, determine which products could fail or degrade results or experiences. Develop kits with plans & options for people to create & maintain results or experiences. Instructions should include information about choosing options based on needs & changing conditions.

As conditions change, product limitations (due to features or quality) can interrupt results & experiences. What can people do to prevent interruptions?

Offer Example: ‘(Store) is a resource for you to prepare for local conditions. If you’re not prepared, you might feel stressed while preventable problems intensify. Let’s find the right resources to prevent & solve (specific problems) by reviewing your conditions & choose coordinated product kits for full results. Advanced warnings help you prepare. (Store) has checklists for inspecting your__ & preparing as summer approaches. When you find emerging problems, you can prevent much damage. Prevention saves you time & money, plus reduces your stress.’

Urge people to invest in high quality essential products.

Example: ‘Though some basic products are interchangeable, your __ results depend on (specific factors). (Store) is designed for optimizing your __ results & experiences with products for __ & information about __. Cheap products can deteriorate quickly & cause results & experiences to decline. (Store) has guides for helping you choose & use the best products for your goals. After you achieve your goals, our regular reviews will maintain or upgrade your results by tracking new technology & monitoring conditions.’

Product & Retail Issues

Customer integration reduces consumers’ product & retail inconveniences.

Help determine how many of each product people need for gaining & maintaining results & experiences. Which products will people need to repair or replace?

Some low quality products aren't made to be maintained or repaired, so failed products can permanently end results & experiences. Failed products could injure people or damage property. When products can’t be maintained or repaired, benefits are interrupted when people shop for replacements. Replacements might be worse than originals when product quality decreases as manufacturers are pushed to cut costs.

If people don’t find exact replacements, do they forfeit projects, results & experiences? Are people stuck without recourse if products break or wear out before people recoup their investments? Are product warranties too short for people to get satisfactory use? Are product return periods too short for people to determine satisfactory quality? If manufacturers discontinue products, are there substitutes or upgrades? Are upgrades usually backward compatible?

Guide Customers with Knowledge

Help people match high quality products with desirable long-term results & experiences. Guide customers based on their expectations & desires, plus product warranties & specifications.

Example: ‘Based on what you said, (product) is ideal for (result) because __. Your results will last __ years because of the warranty. In addition to product instructions, this kit includes guidance for your project.’

Though customers recognize problems from the inside, they don’t always know about long-term consequences. Customers need knowledge to use products for specific results & avoid consequences.

Offer Example: ‘Uncertainty is stressful. (Store) will increase your confidence with high quality products you can trust & tutorials of effective techniques. Incomplete solutions waste your money & cause unpleasant surprises at inconvenient times. You need to totally solve problems but cheap discount store products might only reduce minor problems. Solution kits from (store) totally solve & prevent (specific problem) from recurring. Kits start with problem diagnosis guides for identifying symptoms. Bring your diagnosis results & get the next guide to help you determine which repairs you need, so you choose & use products correctly. You’ll also get a guide for determining causes & effects, so you can optimize preventative maintenance. Optimal preventative maintenance depends on the right products to repair problems & avoid original causes.’

Help customers compare expected/desired results to current conditions & probable future conditions. If customers’ chosen products or services can’t fulfill expectations, emphasize their priorities when adjusting choices & expectations. Should customers expect better benefits (things you can optimize with your knowledge)?

How do product & service results fit customers’ current & future conditions? What kind of value do you add to produce better results to fit conditions? If you & competitors offer the same products or kinds of services, how & why do your customers benefit more?

From the time people perceive their needs or desires, what do they have to do to start benefiting from products &/or services? What can you do to reduce customers’ costs in time & effort?

Examples: What do they have to learn for comparing offers? What more do they have to learn to get full benefits? Efforts can include driving in traffic & parking before & after shopping. After purchases, their efforts can include hauling, setting up & storing products, plus they might have to do maintenance.

You can improve your offers by helping people reduce their efforts with knowledge &/or supportive products to decrease inconveniences.

Thank you for using my blog. Please let me know if I should clarify anything.

Copyright 2020 Dennis S. Vogel All rights reserved.

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