Make Your Store Their Superior Choice

Musical Shares

This analogy is based on the musical chairs game. You can search the internet for a description.

Sometimes people use time & energy going store to store to get what they need for results because they don’t enough supportive services.

When project success depends on multiple products, there can be information gaps not covered by the combined instructions. When people get products from many stores, who checks for incompatibilities? Example: If problems happen nearby & solutions (products) are incompatible, which product should be used first? Which problem (solution) should be prioritized?

Support includes finding & combining products with information for creating & maintaining results. Support can include helping customers determine which results they need to solve & prevent problems. Guide people with effective options when standard product benefits aren’t enough.

Relieve customers’ stress by offering results instead of only advertising products & prices. Though people search for bargains, they hope for complete results.

Urge people to invest in results. Example: ‘Will you save money if discount store products don’t fully solve problems? You need long-term solutions but cheap products have inadequate results. Let’s diagnose problems & plan complete repairs to prevent future damage. You’ll get better results from high quality products & information at (store). Invest in planned projects, so you can maintain optimal results.’

Since any store offers product benefits, offer advantages of customized benefits from your product knowledge & awareness of changing conditions. By offering customized benefits, you can save people time & energy, so they don’t need many stores to find options.

Offer Example: ‘It’s frustrating when standardized products don’t solve or prevent problems. Since damage can have a variety of causes, let’s identify problems & combine the right products & methods for the best solution & prevention.’

Superior service gives people reasons to choose your store, so they don’t need other stores. Instead of telling customers you don’t have products, ask about desired results & suggest options.

Show concern for customers with questions & suggestions. Example: ‘Though I don’t have those products, let’s consider the results you want. What are you trying to avoid or solve? Based on what you want, you need (products). Do you have any of these now? Have you started a project or should we form a plan? What are your questions as you look at this plan & product list? Does this result fit your needs? You can use (product) like this (demonstrate method) to make it effective.’

Top of Mind Awareness

When competitors offer similar products, typical product & price ads won’t differentiate your store. Build awareness of how you offer complete results for specific needs.

To earn consistent consumer awareness, show you’re aware of consumers’ needs & concerned about their results. Awareness & concern are more than rotating seasonal inventory & offering discounts.

Your monitoring of emerging local needs is a valuable service because each person’s attention is divided among many issues in life. Serve people with your awareness by alerting customers of upcoming problems, plus offer solutions & prevention methods based on individual needs.

By specializing in certain results, you can focus on narrow, deep inventories dedicated to high quality, specialized benefits & advantages. When big retailers need to sell hundreds of product units, they focus on general products to appeal to wide populations.

Without condition-specific methods, high quality general products can produce incomplete, short-term results.

Offer Example: ‘Paying low prices for low results isn't a bargain because you need to solve & prevent problems. Instead of being frustrated in discount stores, get what you need quickly from (Store). Consultations focus on what’s wrong, so we can plan to make it right with effective, efficient steps. Solve & prevent problems with planned projects, so you can relax sooner & longer. Whether you’re sure about your needs or have questions, (Store) has what you need for __ results as (season) starts.’

Logical Limited Time Offers

Since limited time offers can seem arbitrary, emphasize preventing problems, preparing for seasons & acting while opportunities are available.

Eventually it’s too late & opportunities are gone. Whichever games you use for analogies, people know about time running out.

Offer Example: ‘When you have opportunities, it can seem like a fun game. Act now so you don’t miss out. Now because of __, your opportunity is __. But it’s limited because __. (Store) has (products) & information about methods to make products effective. You don’t have to wait & hope you won’t be too late. Let’s check your conditions & choose your best option. You have this chance to achieve your goal before the season ends, let’s be sure you get benefits you deserve!’

Consistent Market Share & Compelling Value

If your product offer is better than competitors’ offers, you can temporarily increase your market share. Competitors might match your product offers since there are limited manufacturers. Competitors are less apt to match your knowledge & skill.

Combine your knowledge with concern for customers into curiosity about what makes experiences special & achieves complete solutions & preventions.

Since inadequate products leave a lot to be desired, determine gaps between customers’ needs & product results, so you sell complete results.

Exceed competitors' offers with insights from asking customers to define satisfactory results.

Discover how experiences can satisfy people & still inspire desire for more, so you can fulfill current & future desires.

Consumers can be motivated by limited time prices & limited supplies, but those inducements don't optimize consumers’ conditions or solve problems. If you can’t run consistent sales promotions, will consumers stay with you or return to competitors?

Attract people who realize value is a matter of results instead of cheapest options.

Offer Example: ‘It’s time when (problem) often starts. Prevent it now & reduce stress, plus later you’ll have more time & energy to enjoy favorite activities. Let’s review your conditions to find what's necessary for immediate & long-term results. Let’s compare viable options with your needs & budget to find your best option. Let’s optimize your best option by planning your project & maintaining results. You need relief & enjoyment now. You won’t solve problems & relieve stress by waiting for sale prices at other stores. Don’t delay your enjoyment or endure problems longer than necessary. (Store) has kits you need now to prevent & solve (problems). These products are made for high quality __ results. Let’s adjust products & instructions in these kits to create & maintain your desired results.’

When value is more than prices, value doesn’t end when promotions end. Your store should be a fountain of continuing value, so you provide necessary resources for each step of gaining, regaining & maintaining progress.

Since conditions change, help people reverse declining conditions & maintain results.

While discount retailers focus on low prices, you should focus on value being effectiveness & efficiency of results. Develop & offer your ability to help people to determine results they need. Consult with people to choose products & plan tasks.

Build Consistent Market Share.

Build consistent market share by increasing integrated value to reduce people’s workloads & increase enjoyment better than competitors. Integrated value is how offers fit people’s needs & desires now, plus help them update & upgrade as products improve, conditions change &/or you gain more knowledge. That’s more long-term value than temporary bargains.

Market share is temporary when consumers go to stores for the latest bargains instead of integrated value.

Integrated value involves connections to maintain or increase customers’ benefits. Products & results should connect comfortably with various aspects of people’s lives.

Connections depend on knowledge about people’s concerns & showing concern for their details.

Offer Example: ‘Before rough weather starts, you need advice about emerging problems. What should you expect? What should you prioritize now? With so many products, how will you choose what you need? Many retailers push products without helping you choose your best options. It’s like doctors prescribing drugs without checking symptoms. Let’s diagnose causes & effects, so we can choose specific products & actions to fix current problems, plus prevent damage.’

Earn market share by helping people understand problem causes & effects & how to control or eliminate causes & effects. Retailing is helping consumers avoid losses & gain what’s important to them.

Increase credibility with knowledge from manufacturers, academics, government agencies, professionals & consumers. You need knowledge to compare product & method effectiveness & efficiency with various problems.

Details of previous customers’ conditions before & after projects help you determine if their needs & results match new customers’ needs & expectations. Explain how people developed satisfactory results & ask about their expectations.

Consultation Example: ‘Previous customers needed __, they used (products) & they did (tasks). Based on what I understand from our conversation, you can get what you expect with some product & task adjustments. If we substitute this new innovation, you can __. Is this what you expect?’

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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