The basic concept for this article is purpose brands.
You can check a search engine for a summary of THE INNOVATOR’S SOLUTION By Clayton M. Christensen & Michael E. Raynor. The Innovator’s Solution has an explanation of a purpose brand.
People, products, services & businesses can have purpose brands.
When you establish a purpose brand, you can establish yourself as a specialist, who supports people in fulfilling goals.
Offer Ways To Control Conditions
Some products help people regain control after an accurate diagnosis. The level of control can depend on the quality of products & diagnostic knowledge.
Cheap products might bring a low level of control & value. Discounters have persuaded consumers to think cheap products are valuable.
Get people focused on product value by explaining what value is. Generally, product value is producing & maintaining consistent positive results.
Positive results can include controlling conditions. It's hard to consistently control conditions with low quality products.
Since customers can't control all factors, they need superior products & plans to control what they can.
Effective plans include instructions for getting full product benefits in specific conditions. It's why customers need your knowledge.
Your guidance adds more value by helping people understand & control their conditions.
Help people identify negative changes & choose products to maintain or regain control quickly enough to reduce damage. Coach people on maintaining control, which depends on mitigating or preventing problems.
Ask about people's conditions & their definition of control. Would they be satisfied with reducing problems or do they expect to eliminate problems?
What do people want to keep, eliminate or add? What do they need to maintain?
What kind of improvements do people want? What interferes with desired results?
Based on their answers & available resources, what can you recommend for better results?
Ask questions to help people describe problems.
Examples: Does it look/feel like __? Has it been like __? Is it better/worse when __?
When you & customers share an understanding, you can set goals, then choose products.
If people don't understand product benefits, they might hesitate especially if they were frustrated by a cheap quality version. They might not know about attractive new options.
As a specialist, get people past hesitation by explaining products, so people get full benefits.
Persuading People To Buy
Compare life with & without potential benefits. Show what's possible to help people decide why they should buy. Show how easily problems can be reduced or eliminated.
Ask questions to clarify customers' thoughts. What are they confident about? What are their doubts? What have they tried already?
People might not be confident enough to start projects if they have nebulous goals. Defining problems & solutions can reduce stress & build confidence.
People will be more confident when they're sure about what they need & how to get it.
People are frustrated when they don't know what to do or expect. You can show people what to do & expect by diagnosing problems & developing plans.
People, who can't afford big projects, might benefit from progressive incremental improvements. What's the minimum increment they need to prevent losses?
Help people plan for the incremental improvements they need most & can afford.
You can develop full or incremental procedures by combining products with instructions to solve or prevent problems.
Reduce problems with maintenance instructions.
Basic procedures are based on controlling effects of local conditions & refined from successful results. Specific procedures are based on customers' conditions & expectations.
Developing Purpose Brands
Your store's purpose is filling gaps & eliminating obstacles. People's purposes are goals. What are people trying to achieve?
Analogy: If a customer needs resources to reach a destination, what's missing? What can you add? What are the obstacles? What can you remove?
Your store's purpose brand can fit combined purpose brands of products you offer.
Example: If some products enable independent living, those products could fit a general purpose of helping people live comfortably.
A home comfort purpose is wide enough for different weekly promotions. Promotions could focus on issue categories involved in improving or maintaining comfort.
Home comfort includes indoor & outdoor conditions.
Indoor home comfort includes health, weatherproofing, furniture, storage, security, lighting, plumbing, privacy, entertainment & repairs.
Health includes in-home mobility, cleaning, exercise, heating, humidity & pest control.
In-home mobility is a concern for people using walkers, canes & wheel chairs, plus traditional bathtubs & stairs aren't safe.
Promotions Should Focus On A Purpose
Since your store's purpose is part of its brand & market position, state the purposes of your business & promotions in each ad.
Example: 'Shop at (store) to make your home safe & comfortable.' Promotion Purpose: 'Improve your health & be comfortable by reducing dirt, germs & allergens.'
Explain how products fulfill the promotion's purpose. Example: '(Product) traps allergens during routine dusting. Just seal used dusters & allergens in a trash bag.'
If your store helps people get full value from possessions, promotions would focus on making possessions fulfill their purposes.
Example: Cars should provide more than transportation. Safety & comfort also are important.
You can be an interpreter & problem solver. What do warning lights indicate? Some lights connect to multiple parts.
Help people clear up doubt & reduce stress by replacing basic parts & topping off fluids.
You can refer customers to technicians for technical problems.
You can offer: 'We'll help you find reasons if you get less than you expect from (product). We'll help you with precautions & recommend repairs.'
Offer Example: 'We'll help to get your money's worth from your __. We'll restore its full function with adjustments or repairs, so you'll __ again.'
If your store helps people do tasks, you can offer: 'Get better results in less time when you __. Don't put off (task) because old ways didn't work well or took too long. With new technology, there are new ways.'
Offer Example: 'Will (task) bring the right results? Explain what's wrong, so we can recommend the right tools, materials & actions.'
Purpose Brands Can Strengthen Businesses
Competitors could upstage hardware stores with more attractive hardware offers.
Purpose brands focus on benefits, not product or retail categories.
Home comfort purpose brands offer more than regular hardware stores by combining products for maximum benefits.
Example: If you serve people, who have limited mobility, study their needs for special shoes, clothing, furniture, exercise equipment, etc.
Your purpose can be helping people prepare for & adapt to changing conditions.
Study & fulfill local needs by adjusting product & service combinations based on the effects of changing conditions.
Discuss with customers what's practical & affordable for their current needs, then recommend products.
You can develop plans to solve customers' needs in stages.
Create options based on current needs & recommend future purchases to increase benefits of what customers bought before.
Example: Help improve customers' homes for current & future needs. Though customers might need walkers soon, they need new linoleum now. When customers need walkers later, their floors will be safe. Next, they might need a walk-in bathtub.
You can supply updated solutions as needs change. If customers want solutions now for predicted needs, explain advantages of step-by-step adjustments as needs become definite.
If needs are predictable & if customers will need upgraded products, schedule improvements just before their needs arise.
Instead of going for quick sales, show your integrity by helping customers compare the urgency of needs & potential benefits of future upgrades. Help customers avoid spending money now because better technology might be available when their needs arise.
How Is Your Purpose Brand Superior?
Explain how you use knowledge of your local area & products to help people: 1- avoid or solve problems; & 2- create or extend benefits.
If competitors only offer products, you should offer more value with solutions. Solutions are specific ways to use products to end or mitigate problems.
Explain why diagnosing problems produces better value than guessing. If people think problems are minor, they might buy cheap products.
Help people recognize trouble, so they don't misdiagnose problems as minor. Pictures & videos can show how problems become worse.
Invite people to discuss problems. These discussions are for your education & credibility, so you can find causes then eliminate & prevent problems.
Help customers diagnose problems, so they buy the right products based on a purpose without expecting too much or little. If customers expect too much or little, they might choose the wrong product or misuse the right product.
Purpose Brands Are Specific About Benefits
Purpose brands can establish high quality market positions, competitors might fail to match.
Example: Cars are made for various conditions, but you can specialize in maintaining cars for local conditions. Winter weather is hard on cars & roads.
As pavement buckles, drivers need mechanics to check for wear & tear, cracks, rust & loose connections. Maintenance services should be promoted as thorough & specific for driving conditions, locations, seasons, etc.
Some maintenance is only oil changes & greasing. Define your maintenance offer & why it's important.
Specify features & benefits of your offers. Example: 'Maintaining reliability often requires minor repairs to prevent major problems. We check for safety problems & nuisances, so your vehicle will be dependable. We'll discuss what you need to keep your vehicle going.'
This is more reassuring than "routine maintenance". Reassurance is a major benefit.
Thank you for using my blog. Please let me know if I should clarify anything.
Copyright 2019 Dennis S. Vogel All rights reserved.
When you compete against big businesses with big budgets you need powerful marketing strategies & tactics. You'll find them here-
https://thriving-small-businesses.blogspot.com/
http://www.voy.com/31049/
Thursday, February 21, 2019
Friday, January 25, 2019
Fulfill Consumers' Terms & Quality Requirements
It seems strange how some businesses thrive despite unfriendly policies.
Computer-based businesses have flawed products & push people to accept Terms Of Service.
Big box stores compete by cutting quality & ignoring customers.
When prices are low, some consumers submit to discount stores' terms of self-service & cheap products.
Since unfriendly businesses succeed, can friendly businesses thrive by fulfilling consumers' terms & quality requirements?
What Are Consumers' Terms?
Consumers' general terms are needs, opinions & preferences, plus how, when & how often people fulfill needs & desires.
What can people afford? If they can't afford a solution now, what can they do instead? Example: If they can't afford window replacements, what would patch & prevent leaks?
Terms can include warranties because people want to preserve results.
Terms can be based on life stages. What do people want/need now? What do they want to achieve by a certain date?
Fulfilling Consumers' Terms
Business practices & inventory choices should be based on customers' terms.
When deciding which products & services to offer, consider these issues:
What are customers' long- & short-term goals? What could prevent people from starting or finishing projects?
How do people prevent or overcome negative conditions? How do people enhance positive conditions?
Which results do people want to maintain? What could interfere with maintaining results?
With your knowledge of customers' needs, local conditions & products, help people define their personal terms. It'll help your business become part of customers' lives.
People's terms could include getting maximum value from high quality products. Explain how discount stores focus on setting low prices instead of product quality & effectiveness.
You can differentiate your business by helping people choose & use products for specific needs.
When people buy inadequate products, they become discouraged. If they stop trying, they stop buying.
Encourage people to conquer problems based on their personal terms. Example: 'You have a right to expect better products & services. We choose products based on our knowledge of local conditions, so we can help you get the right results. Explain your goals & we'll help you with the high quality products & knowledge you need to prevent & solve problems better than before.'
When there aren't better offers, people buy from discount stores, even if they don't like discount stores.
By explaining why better quality matters, you can attract people, who don't like discount stores. Explain how better quality improves lives.
Example: 'Instead of preventing or solving problems, cheap products might let you down when you can least afford it. We'll help you find dependable solutions & improvements, then show you how to get long-term results.'
Encourage people not to settle for less than they require.
Example: 'When you need solutions, avoid discount store cheap products that cause more problems. We'll listen to your descriptions & help you with real improvements.'
Reset Consumers' Quality Requirements
Give reasons to invest in top quality products, services & advice to control conditions.
Example: 'Top quality products bring lasting effectiveness & control, so you can avoid expensive repairs. We'll help you determine what caused problems & plan what to do. We have updated knowledge & technology to help you get lasting results from reliable products. We'll match products with your goals & help you produce lasting benefits you expect.'
Superior service helps people save time & avoid mistakes, plus it's more than most big box stores offer.
You can offer: 'Improve your life an issue at a time. We'll help you with plans & products to solve & prevent problems. Compare that with discount store offers. We'll help you get better results in less time, so you'll have less stress.'
Similar Conditions, Different Experiences & Reactions
Though people's conditions may seem the same, people experience things differently.
Example: Insects affect people differently. Some don't like any insects. Other people want beneficial insects. Bugs might be OK outside, but not in houses. Many people are concerned about safety, so they only kill biting & invasive bugs. Some people carelessly buy & spread insecticides. Some people prepare when they expect damaging insects.
Help people live on their terms by helping them with plans to avoid problems.
Planning requires knowledge. You should be prepared with product specifications, so you can help customers plan.
Stores can thrive by accommodating people's terms - especially high priority terms.
When you order inventory & plan promotions, you should know when people's terms are rigid or flexible.
People want rigid terms fulfilled in specific ways &/or times. Terms can be flexible if people aren't strict about methods or times.
Discount stores might not fulfill people's rigid terms because of generic product categories & insufficient customer service.
Tell suppliers about customers' terms. Suppliers should know what to suggest or they can develop products.
You can make better offers by expanding your information sources about customers' problems & suppliers' solutions.
Example: 'Let's review what you need to make your home ready for winter. We offer the newest insulation & sealants. We can show you how to make necessary repairs. These repairs also will make insulation & sealants fully effective.'
You can help people adjust how they fulfill rigid terms as conditions change.
Example: 'When you choose from this product line, you'll find the protection levels you need through each season.'
Offer Ways To Control Conditions.
You can help people plan full or incremental improvements based on their finances &/or technology.
Compare customers' needs with suppliers' offers. Determine which products could be used to prevent, reduce or eliminate problems & increase what's positive.
Can current technology fully solve customers' problems? Are future technological upgrades likely?
As technology is upgraded, you can help people determine which version to choose. Can they afford the new version? Is the new version better for them?
Discuss whether upgrades might bring full or partial improvements, then compare costs & benefits
.
People might focus on what's possible & important now without considering future needs. You can show your concern by focusing on current & future improvements.
Do/will people need different materials? If they change materials, do/will they need different tools & techniques? Will maintenance requirements change?
What do/will they need to learn about using products? As people change their conditions, what kind of side effects should be expected?
You can guide people's expectations according to current reality & to prepare for future advances.
Good Conditions Require Good Quality
Cheap discount store products might not last into the future. When you compare product quality, include the quality of future results.
Example: 'Good products have good warranties. With a __ year warranty, (product) will work for years after cheap discount store products have worn out or broken.'
Help people understand options.
Examples: 'With (option 1) you can __ compared to (option 2), which will help you with __.'
'Based on your needs & goals, (product 1) can help you ___. (Product 2) is a better investment since you want __.'
You can increase people's returns on investments with product lessons focused on their goals.
You can offer: 'Tell us when your needs change & we'll show you how to use (product) for more benefits.'
This kind of offer can help you adjust your business based on customers' lives.
Guidance Or Instruction
General task tutorials are available but aren't as helpful as lessons you can provide for using specific products for specific goals.
Solutions might be incomplete since people can't get direct guidance through video tutorials. Those instructors can't review results or adjust lessons for local conditions.
Instructions can show next steps. In-person guidance shows when to make next steps.
It's important to balance your need for competitive advantages with potential problems if people misinterpret your advice. You can specify how customers are responsible for results of applying your advice. You can get liability advice from a lawyer.
If you aren't comfortable with being an advisor, refer customers to hobby groups, instructors or related businesses.
When related businesses add products & knowledge, your collaboration can maximize benefits for customers.
Monitoring & Maintenance
Value should include forming realistic expectations, so people know the limits of benefits they're buying.
Big retailers' service seems to end when customers pay for products. You should show you don't abandon customers.
You can offer: 'We'll consult with you to be sure you get the right results.'
Based on customers' goals, should they buy a bigger quantity or higher quality?
You should advise customers about maintenance if results could be wasted without maintenance.
Knowing what to expect is important for planning & planning is important for achieving specific results.
Your offers can be powerful when you assure customers.
Example: 'We offer products & advice based on personal needs. Explain your expectations & we'll help you maximize results & reduce uncertainties by adjusting plans as conditions change. We'll work with you to reduce risks & stress with the right plans, tools & materials.'
People need help monitoring changing conditions & maintaining results. Use advertising to alert people about effects of different conditions.
Example: 'Because of the dry weather, you should __. We have the equipment & instructions you need.'
Thank you for using my blog. Please let me know if I should clarify anything.
Copyright 2019 Dennis S. Vogel All rights reserved.
When you compete against big businesses with big budgets you need powerful marketing strategies & tactics. You'll find them here-
https://thriving-small-businesses.blogspot.com/
http://www.voy.com/31049/
Computer-based businesses have flawed products & push people to accept Terms Of Service.
Big box stores compete by cutting quality & ignoring customers.
When prices are low, some consumers submit to discount stores' terms of self-service & cheap products.
Since unfriendly businesses succeed, can friendly businesses thrive by fulfilling consumers' terms & quality requirements?
What Are Consumers' Terms?
Consumers' general terms are needs, opinions & preferences, plus how, when & how often people fulfill needs & desires.
What can people afford? If they can't afford a solution now, what can they do instead? Example: If they can't afford window replacements, what would patch & prevent leaks?
Terms can include warranties because people want to preserve results.
Terms can be based on life stages. What do people want/need now? What do they want to achieve by a certain date?
Fulfilling Consumers' Terms
Business practices & inventory choices should be based on customers' terms.
When deciding which products & services to offer, consider these issues:
What are customers' long- & short-term goals? What could prevent people from starting or finishing projects?
How do people prevent or overcome negative conditions? How do people enhance positive conditions?
Which results do people want to maintain? What could interfere with maintaining results?
With your knowledge of customers' needs, local conditions & products, help people define their personal terms. It'll help your business become part of customers' lives.
People's terms could include getting maximum value from high quality products. Explain how discount stores focus on setting low prices instead of product quality & effectiveness.
You can differentiate your business by helping people choose & use products for specific needs.
When people buy inadequate products, they become discouraged. If they stop trying, they stop buying.
Encourage people to conquer problems based on their personal terms. Example: 'You have a right to expect better products & services. We choose products based on our knowledge of local conditions, so we can help you get the right results. Explain your goals & we'll help you with the high quality products & knowledge you need to prevent & solve problems better than before.'
When there aren't better offers, people buy from discount stores, even if they don't like discount stores.
By explaining why better quality matters, you can attract people, who don't like discount stores. Explain how better quality improves lives.
Example: 'Instead of preventing or solving problems, cheap products might let you down when you can least afford it. We'll help you find dependable solutions & improvements, then show you how to get long-term results.'
Encourage people not to settle for less than they require.
Example: 'When you need solutions, avoid discount store cheap products that cause more problems. We'll listen to your descriptions & help you with real improvements.'
Reset Consumers' Quality Requirements
Give reasons to invest in top quality products, services & advice to control conditions.
Example: 'Top quality products bring lasting effectiveness & control, so you can avoid expensive repairs. We'll help you determine what caused problems & plan what to do. We have updated knowledge & technology to help you get lasting results from reliable products. We'll match products with your goals & help you produce lasting benefits you expect.'
Superior service helps people save time & avoid mistakes, plus it's more than most big box stores offer.
You can offer: 'Improve your life an issue at a time. We'll help you with plans & products to solve & prevent problems. Compare that with discount store offers. We'll help you get better results in less time, so you'll have less stress.'
Similar Conditions, Different Experiences & Reactions
Though people's conditions may seem the same, people experience things differently.
Example: Insects affect people differently. Some don't like any insects. Other people want beneficial insects. Bugs might be OK outside, but not in houses. Many people are concerned about safety, so they only kill biting & invasive bugs. Some people carelessly buy & spread insecticides. Some people prepare when they expect damaging insects.
Help people live on their terms by helping them with plans to avoid problems.
Planning requires knowledge. You should be prepared with product specifications, so you can help customers plan.
Stores can thrive by accommodating people's terms - especially high priority terms.
When you order inventory & plan promotions, you should know when people's terms are rigid or flexible.
People want rigid terms fulfilled in specific ways &/or times. Terms can be flexible if people aren't strict about methods or times.
Discount stores might not fulfill people's rigid terms because of generic product categories & insufficient customer service.
Tell suppliers about customers' terms. Suppliers should know what to suggest or they can develop products.
You can make better offers by expanding your information sources about customers' problems & suppliers' solutions.
Example: 'Let's review what you need to make your home ready for winter. We offer the newest insulation & sealants. We can show you how to make necessary repairs. These repairs also will make insulation & sealants fully effective.'
You can help people adjust how they fulfill rigid terms as conditions change.
Example: 'When you choose from this product line, you'll find the protection levels you need through each season.'
Offer Ways To Control Conditions.
You can help people plan full or incremental improvements based on their finances &/or technology.
Compare customers' needs with suppliers' offers. Determine which products could be used to prevent, reduce or eliminate problems & increase what's positive.
Can current technology fully solve customers' problems? Are future technological upgrades likely?
As technology is upgraded, you can help people determine which version to choose. Can they afford the new version? Is the new version better for them?
Discuss whether upgrades might bring full or partial improvements, then compare costs & benefits
.
People might focus on what's possible & important now without considering future needs. You can show your concern by focusing on current & future improvements.
Do/will people need different materials? If they change materials, do/will they need different tools & techniques? Will maintenance requirements change?
What do/will they need to learn about using products? As people change their conditions, what kind of side effects should be expected?
You can guide people's expectations according to current reality & to prepare for future advances.
Good Conditions Require Good Quality
Cheap discount store products might not last into the future. When you compare product quality, include the quality of future results.
Example: 'Good products have good warranties. With a __ year warranty, (product) will work for years after cheap discount store products have worn out or broken.'
Help people understand options.
Examples: 'With (option 1) you can __ compared to (option 2), which will help you with __.'
'Based on your needs & goals, (product 1) can help you ___. (Product 2) is a better investment since you want __.'
You can increase people's returns on investments with product lessons focused on their goals.
You can offer: 'Tell us when your needs change & we'll show you how to use (product) for more benefits.'
This kind of offer can help you adjust your business based on customers' lives.
Guidance Or Instruction
General task tutorials are available but aren't as helpful as lessons you can provide for using specific products for specific goals.
Solutions might be incomplete since people can't get direct guidance through video tutorials. Those instructors can't review results or adjust lessons for local conditions.
Instructions can show next steps. In-person guidance shows when to make next steps.
It's important to balance your need for competitive advantages with potential problems if people misinterpret your advice. You can specify how customers are responsible for results of applying your advice. You can get liability advice from a lawyer.
If you aren't comfortable with being an advisor, refer customers to hobby groups, instructors or related businesses.
When related businesses add products & knowledge, your collaboration can maximize benefits for customers.
Monitoring & Maintenance
Value should include forming realistic expectations, so people know the limits of benefits they're buying.
Big retailers' service seems to end when customers pay for products. You should show you don't abandon customers.
You can offer: 'We'll consult with you to be sure you get the right results.'
Based on customers' goals, should they buy a bigger quantity or higher quality?
You should advise customers about maintenance if results could be wasted without maintenance.
Knowing what to expect is important for planning & planning is important for achieving specific results.
Your offers can be powerful when you assure customers.
Example: 'We offer products & advice based on personal needs. Explain your expectations & we'll help you maximize results & reduce uncertainties by adjusting plans as conditions change. We'll work with you to reduce risks & stress with the right plans, tools & materials.'
People need help monitoring changing conditions & maintaining results. Use advertising to alert people about effects of different conditions.
Example: 'Because of the dry weather, you should __. We have the equipment & instructions you need.'
Thank you for using my blog. Please let me know if I should clarify anything.
Copyright 2019 Dennis S. Vogel All rights reserved.
When you compete against big businesses with big budgets you need powerful marketing strategies & tactics. You'll find them here-
https://thriving-small-businesses.blogspot.com/
http://www.voy.com/31049/
Thursday, December 20, 2018
What's Your Equivalent of Intel Inside?
The superior services I described below may seem obvious, but do you promote services or assume people know what you offer?
Intel sells computer central processing units (CPUs). This is analogous to people's important, central issues.
When issues are important, people want to be sure they get the best help from insiders.
When you provide specialized knowledge, people will accept you as an insider. When you advise them about improvement processes, you're a teammate working with them, not just selling products.
CPUs process programs & data in a particular order. Processing is analogous to methods & timing.
"Garbage In, Garbage Out" means data, hardware & software quality affect results. Process quality determines whether people gain or lose benefits, so processes are as important as products.
Like developers write programs for specific results, you can combine products & methods based on customers' needs.
People often need help dealing with issues in organized ways. By offering more than products, you'll relieve stress by helping people fulfill needs.
Imagine how much influence you can have when people fulfill needs through your store.
Diagnostic questions & prescriptive guidance can encourage optimal choices. Example: 'Since you have (problem), (basic product) can fix it, but your best option is (advanced product) because __.'
You can be an improvement effort insider by gathering necessary resources, especially knowledge about choosing & using products for specific results.
You can be an insider by studying products & considering how people's circumstances fit local conditions.
With specialized knowledge, you recognize what's important & can recommend improvements. When you observe details & consider potential improvements, you can determine if problems can be fixed or prevented despite limitations of local conditions.
You know what to expect & when to be cautious by sorting through data & "noise". Data can be used to find answers. Noise is inaccurate & doesn't lead to answers.
When people lack information, noise might seem accurate. People might base purchase decisions on noise & be disappointed.
When you diagnose conditions, recommend products & give advice, you can offer: 'The right products produce the right results, so we'll recommend what you need. We have information about getting the right results because customer service is more than selling products.'
There's often conflicting information. People are confused & frustrated because just when they seem to find what they need, contradicting 'facts' come out. You can help people get what they need by accurately interpreting facts.
It's easier to identify what's missing or wrong when you know how things should fit together.
It's important to show connections among symptoms, causes, effects, problems & solutions. Example: Somebody might replace a tire without realizing a leak was caused by uneven wear from a misalignment. Problems will continue unless the alignment is corrected. Though tire replacement would seem cheaper without repairs, you can show what'll keep happening without a full solution.
You can help customers change, add or eliminate factors that cause negative results & support positive results.
To effectively compete, you should attend to details competitors ignore. Here are potential details to address:
Who has the resources people need?
Which factors are necessary for positive changes? Which factors are optional? Is it too late to change a factor?
How will people know which changes to make? Which process steps & products are vital?
Do people need new information to adapt to changes? Do people need advanced product technology?
Help People Recognize Needs & Solutions
People need help interpreting information & using it to produce precise benefits & improve specific conditions.
You can offer a service for consumers who don't have time or desire to learn complex subjects. Though you won't teach everything, you can teach enough to help people discern what's important to improve their lives.
Services can range from consultations to full service. As you learn what people have & need, you can outmaneuver competitors who only offer products.
Help consumers understand what they need to achieve results. Help consumers understand what you & they can & can't do (legally & practically) so expectations are realistic.
Help people match products with their needs. Example: Do people need big phone buttons because of visual impairments or arthritis? People, who have arthritis, need particular phone & button shapes.
Help consumers find options for changing conditions. If consumers use the same methods & products each year, results may be inadequate because something changed. Example: As climate change continues, plants grow differently & invasive insects move.
Since consumers can't specialize in all issues, they need insiders to track changes & develop improvements.
If problems start, consumers need early interventions to mitigate problems. As you track changes, you can warn about potential problems & develop solutions.
Fight, Flight Or Freeze
Stressed people's reactions are fight, flight or freeze. They might freeze if they don't know what to do. Their problems & stress will continue until you build confidence in solutions. Example: '(Problem) is serious, but (product) is effective for many. Installation takes a day & maintenance is easy.'
People might 'fight' & get suboptimal results without the right resources. Show you're an ally with necessary resources. Example: 'When __ strikes, you can solve it because we have (product).'
Choosing flight could mean hiring somebody to do tasks. You should inspire confidence with prescribed improvements. Example: 'Solving (problem) requires specialized products & knowledge. Learning the skills would delay results. We have what you need now, so we can start now! You don't have to struggle with (problem) longer than necessary.'
Your inside knowledge can help people in ways discounters can't. As an insider, you can guide people because you understand people's conditions & reactions. Example: 'Describe your situation, so we can recommend products.'
Establish your inside position by offering to help people use the best products. Example: 'In this climate, you need __ to make a lasting difference when you fix __. It's expensive to redo projects & sometimes you have one chance to get it right. We'll consult with you to determine how to use tools & materials.'
Ads should focus on consumers' frustrations & aspirations. Consumers might disregard ads that don't describe how products affect situations.
Show you know consumers' general situations with a preliminary diagnosis & prescription. Example: 'You should seal drafty windows because you're paying for lost heat. We'll match windows & frames with guaranteed sealants compatible with your weather conditions. Some sealants work for a few seasons, then effectiveness decreases. We've identified ways to help you avoid problems.'
Valuable Habits
Insiders know what value means to a niche, so they know how to add value to products & services.
People change habits if there's enough value in new habits, so make it valuable to habitually buy from you.
Some habitually go to discount stores to solve problems. Though some won't change habits, you can attract those who want real value by defining what value is & why it's important. Examples: Value is helping fulfill their responsibilities based on personal or social expectations. Value is also stress relief when issues are settled.
People often have little time & energy for thinking & learning. Offer information to help people find the value they want. You can do it with information levels from novice (product functions, maintenance & basic uses) to advanced, so people can focus on what they need.
Turn-Key Solutions
Turn-key solutions should be complete & high quality.
High maintenance, cheap products from discount stores aren't turn-key solutions without information.
Real turn-key offers are a step short of full service & include information & products people need to produce results. Some turn-key offers include preliminary service, so buyers can avoid a few steps.
Turn-key solutions should include full instructions because people need to know how to use materials & tools. Coaching would be a good bonus to avoid misunderstandings.
People prefer turn-key solutions to be like turning a key & driving because when cars work, people don't need to think about mechanical issues.
Differentiate Your Store
After discount store shopping without assistance, people still have to solve problems, then maintain results after projects are finished.
Valuable offers can include plans & checklists for confirming & maintaining solutions. Great customer service increases consumer value for differentiating your store & justifying profitable prices.
Describe how you diagnose & solve problems. Show your qualifications to consult with customers to choose full improvements compared to cheap stuff from discount stores.
Compare product quality & why it matters. Examples: Material thickness; Iron vs. brass
Good products break less & reduce injuries. Caution requires knowledge & safe products.
High quality solutions last longer & maintenance is easier.
High quality manufacturers might have better warranties.
Business Structure Makes A Difference.
Discount stores invest in systems for moving big amounts of cheap products instead of solving people's problems.
Solutions require useful knowledge. You should invest in knowledge about products & local conditions, so you can offer solutions. Example: 'Describe your conditions & we'll help with your plans. We invest in information & product quality to help you choose the best products for your improvement plans.'
Thank you for using my blog. Please let me know if I should clarify anything.
Copyright 2018 Dennis S. Vogel All rights reserved.
When you compete against big businesses with big budgets you need powerful marketing strategies & tactics. You'll find them here-
https://thriving-small-businesses.blogspot.com/
http://www.voy.com/31049/
Intel sells computer central processing units (CPUs). This is analogous to people's important, central issues.
When issues are important, people want to be sure they get the best help from insiders.
When you provide specialized knowledge, people will accept you as an insider. When you advise them about improvement processes, you're a teammate working with them, not just selling products.
CPUs process programs & data in a particular order. Processing is analogous to methods & timing.
"Garbage In, Garbage Out" means data, hardware & software quality affect results. Process quality determines whether people gain or lose benefits, so processes are as important as products.
Like developers write programs for specific results, you can combine products & methods based on customers' needs.
People often need help dealing with issues in organized ways. By offering more than products, you'll relieve stress by helping people fulfill needs.
Imagine how much influence you can have when people fulfill needs through your store.
Diagnostic questions & prescriptive guidance can encourage optimal choices. Example: 'Since you have (problem), (basic product) can fix it, but your best option is (advanced product) because __.'
You can be an improvement effort insider by gathering necessary resources, especially knowledge about choosing & using products for specific results.
You can be an insider by studying products & considering how people's circumstances fit local conditions.
With specialized knowledge, you recognize what's important & can recommend improvements. When you observe details & consider potential improvements, you can determine if problems can be fixed or prevented despite limitations of local conditions.
You know what to expect & when to be cautious by sorting through data & "noise". Data can be used to find answers. Noise is inaccurate & doesn't lead to answers.
When people lack information, noise might seem accurate. People might base purchase decisions on noise & be disappointed.
When you diagnose conditions, recommend products & give advice, you can offer: 'The right products produce the right results, so we'll recommend what you need. We have information about getting the right results because customer service is more than selling products.'
There's often conflicting information. People are confused & frustrated because just when they seem to find what they need, contradicting 'facts' come out. You can help people get what they need by accurately interpreting facts.
It's easier to identify what's missing or wrong when you know how things should fit together.
It's important to show connections among symptoms, causes, effects, problems & solutions. Example: Somebody might replace a tire without realizing a leak was caused by uneven wear from a misalignment. Problems will continue unless the alignment is corrected. Though tire replacement would seem cheaper without repairs, you can show what'll keep happening without a full solution.
You can help customers change, add or eliminate factors that cause negative results & support positive results.
To effectively compete, you should attend to details competitors ignore. Here are potential details to address:
Who has the resources people need?
Which factors are necessary for positive changes? Which factors are optional? Is it too late to change a factor?
How will people know which changes to make? Which process steps & products are vital?
Do people need new information to adapt to changes? Do people need advanced product technology?
Help People Recognize Needs & Solutions
People need help interpreting information & using it to produce precise benefits & improve specific conditions.
You can offer a service for consumers who don't have time or desire to learn complex subjects. Though you won't teach everything, you can teach enough to help people discern what's important to improve their lives.
Services can range from consultations to full service. As you learn what people have & need, you can outmaneuver competitors who only offer products.
Help consumers understand what they need to achieve results. Help consumers understand what you & they can & can't do (legally & practically) so expectations are realistic.
Help people match products with their needs. Example: Do people need big phone buttons because of visual impairments or arthritis? People, who have arthritis, need particular phone & button shapes.
Help consumers find options for changing conditions. If consumers use the same methods & products each year, results may be inadequate because something changed. Example: As climate change continues, plants grow differently & invasive insects move.
Since consumers can't specialize in all issues, they need insiders to track changes & develop improvements.
If problems start, consumers need early interventions to mitigate problems. As you track changes, you can warn about potential problems & develop solutions.
Fight, Flight Or Freeze
Stressed people's reactions are fight, flight or freeze. They might freeze if they don't know what to do. Their problems & stress will continue until you build confidence in solutions. Example: '(Problem) is serious, but (product) is effective for many. Installation takes a day & maintenance is easy.'
People might 'fight' & get suboptimal results without the right resources. Show you're an ally with necessary resources. Example: 'When __ strikes, you can solve it because we have (product).'
Choosing flight could mean hiring somebody to do tasks. You should inspire confidence with prescribed improvements. Example: 'Solving (problem) requires specialized products & knowledge. Learning the skills would delay results. We have what you need now, so we can start now! You don't have to struggle with (problem) longer than necessary.'
Your inside knowledge can help people in ways discounters can't. As an insider, you can guide people because you understand people's conditions & reactions. Example: 'Describe your situation, so we can recommend products.'
Establish your inside position by offering to help people use the best products. Example: 'In this climate, you need __ to make a lasting difference when you fix __. It's expensive to redo projects & sometimes you have one chance to get it right. We'll consult with you to determine how to use tools & materials.'
Ads should focus on consumers' frustrations & aspirations. Consumers might disregard ads that don't describe how products affect situations.
Show you know consumers' general situations with a preliminary diagnosis & prescription. Example: 'You should seal drafty windows because you're paying for lost heat. We'll match windows & frames with guaranteed sealants compatible with your weather conditions. Some sealants work for a few seasons, then effectiveness decreases. We've identified ways to help you avoid problems.'
Valuable Habits
Insiders know what value means to a niche, so they know how to add value to products & services.
People change habits if there's enough value in new habits, so make it valuable to habitually buy from you.
Some habitually go to discount stores to solve problems. Though some won't change habits, you can attract those who want real value by defining what value is & why it's important. Examples: Value is helping fulfill their responsibilities based on personal or social expectations. Value is also stress relief when issues are settled.
People often have little time & energy for thinking & learning. Offer information to help people find the value they want. You can do it with information levels from novice (product functions, maintenance & basic uses) to advanced, so people can focus on what they need.
Turn-Key Solutions
Turn-key solutions should be complete & high quality.
High maintenance, cheap products from discount stores aren't turn-key solutions without information.
Real turn-key offers are a step short of full service & include information & products people need to produce results. Some turn-key offers include preliminary service, so buyers can avoid a few steps.
Turn-key solutions should include full instructions because people need to know how to use materials & tools. Coaching would be a good bonus to avoid misunderstandings.
People prefer turn-key solutions to be like turning a key & driving because when cars work, people don't need to think about mechanical issues.
Differentiate Your Store
After discount store shopping without assistance, people still have to solve problems, then maintain results after projects are finished.
Valuable offers can include plans & checklists for confirming & maintaining solutions. Great customer service increases consumer value for differentiating your store & justifying profitable prices.
Describe how you diagnose & solve problems. Show your qualifications to consult with customers to choose full improvements compared to cheap stuff from discount stores.
Compare product quality & why it matters. Examples: Material thickness; Iron vs. brass
Good products break less & reduce injuries. Caution requires knowledge & safe products.
High quality solutions last longer & maintenance is easier.
High quality manufacturers might have better warranties.
Business Structure Makes A Difference.
Discount stores invest in systems for moving big amounts of cheap products instead of solving people's problems.
Solutions require useful knowledge. You should invest in knowledge about products & local conditions, so you can offer solutions. Example: 'Describe your conditions & we'll help with your plans. We invest in information & product quality to help you choose the best products for your improvement plans.'
Thank you for using my blog. Please let me know if I should clarify anything.
Copyright 2018 Dennis S. Vogel All rights reserved.
When you compete against big businesses with big budgets you need powerful marketing strategies & tactics. You'll find them here-
https://thriving-small-businesses.blogspot.com/
http://www.voy.com/31049/
Sunday, November 18, 2018
Superior Customer Service Improves Customers' Lives
Typical product name & price ads don't help consumers choose based on needed results.
Advertising should emphasize how products & services are used to improve conditions. Emphasize how specialized knowledge & product quality can lead to lasting high quality results.
Advertise ways of producing value by combining knowledge, products &/or services, example: Small animal cages can be used to protect plants from animals (i.e., cages can keep animals out). Caged plants can be moved to manage exposure to sunlight & rain.
You can create more value for customers when you're more knowledgeable & innovative than competitors.
Superior customer service is based mostly on developing ways to improve customers' lives. You can create value by innovatively combining knowledge & products to create results.
As you consider people's conditions, think of ways to improve results. Expand safe ways to use & possibly combine products. Example: People rake leaves onto tarps, then haul leaves to collection points. Tent stakes can hold tarps while leaves fall from trees.
Show you want to do more than just sell products & services by using innovation to improve lives.
Help people focus on a full range of benefits, example: Hearing aids help people communicate & connect with loved ones. People can hear sounds they've missed for years. People enrich their lives when they hear lessons & entertainment. People can use audio-based safety devices, plus hear alarms & sirens.
Use Benefits To Offset Complaints
What are people's main objections about products?
Is product quality high enough for people's needs? Do products have the main benefits people need without excessive features? Do manufacturers make cheap products to fit discount prices?
Do you suggest product choices based on customers' conditions? Do you help with problems after customers buy products?
Here's a good product & service example:
A cell phone company advertises in senior citizen magazines. It overcomes service objections: "No Contracts" & "No Cancellation Fees". It offers "the simplest smartphone". A picture shows the large screen & easy-to-read menu. It has a longer-lasting battery & clear sound. When users don't feel safe, they can press a button to request help.
Its limited features & services appeal to people who want simplicity. This simplicity makes the phone & service affordable.
Representatives help customers pick or switch service plans. Technical support is free. Phones are available from retailers, so people can try models.
Clear Up Confusion
Helping people solve problems includes helping them decide. When people are unfamiliar with problems & solutions, they might be undecided because they're missing facts.
Here's how to clear up confusion & help people choose what they need: As you serve customers, document their conditions & questions with your answers. Your notes can help several people in similar conditions because they might have the same concerns.
When people describe their conditions, you can clarify their concerns. When people hesitate or object, you can check your notes & ask, "Are you wondering about __?" When you help people define concerns, you'll assure them you have answers.
You could use testimonials to help people decide which solutions to buy.
Consult with people about complicated products, so they're confident enough to do projects. Example: 'When You Have __ Problems, Technology Offers Solutions & Causes Confusion. We'll help you clear up confusion & choose solutions. Describe your conditions & we'll recommend improvements. You don't have to be an expert because we'll explain how to use products. If your conditions change, we'll help you adjust with step-by-step plans.'
Improve Lives With More Value
Though national retailers advertise based on general conditions, you can offer more meaningful local results. Diagnostic expertise can satisfy people who are frustrated by incomplete enhancements from big retailers.
You can use diagnostic questions to improve lives. Explain symptoms, causes & effects, so people can avoid or recover from problems.
In your advertising, explain the value of prevention, example: 'In Spring, look for __. If you don't eliminate it, it can become __. Prevention is easier & less expensive. We have __ in stock, so you can quickly __. We'll include a guide for diagnosing, preventing & correcting problems.'
Your guide can help consumers, who don't have deep expertise, avoid inferior results. Example: They might need mildew-resistant paint.
Your guide establishes you as an authority & is an incentive to choose your store.
Hope Is A Valuable Benefit
Though people probably won't say it, relief includes hope. Your solutions can increase hope & inspire more confidence in you.
Ask how people define relief, so you can determine how to help. If your recommendations don't fit customers' paradigms, ask questions to reach a mutual understanding about resolving their needs.
Relief can mean preventing & correcting problems. Relief also could mean more pleasure & less boredom.
Though general life dissatisfaction may seem minor, low morale is bad for health.
Increasing life satisfaction is a valuable service. People are more satisfied when they finish projects, complete collections & learn skills.
Check your inventory, services & knowledge base for ways to fill people's gaps. Gaps can mean people need skills, tools &/or materials.
People can be effective, efficient & less stressed when you help with plans.
You can help people learn better techniques with various tutorials. People might have some necessary skills, but not a full skill set. Example - Carpenters should know how to choose & use materials, fasteners & tools to get specific results.
When people rely on you, your store is mentally linked with optimistic feelings.
You offer hope about improving lives when you offer reliable ways to prevent & correct problems.
Since products don't improve lives without knowledge, your expertise can inspire more hope & confidence than discount stores do. You can offer tangible & intangible benefits of gaining control & decreasing stress. Gaining control increases hope & confidence.
You can offer: 'Decrease your stress as you prevent/solve __.' '(Business name) has products & information you need to control __.'
Explain what's possible, so people understand & can choose options. 'With __, you can __. When you're finished, you can expect __.'
Make decisions & tasks less complex by explaining causes & step-by-step plans to solve problems.
Small Adjustments Can Improve Lives
If you don't stock popular brands, show how substitutes can be adjusted or used directly to fulfill people's desires.
You can consult with customers to find or create what they want. Example: 'You need (result), so you need to know how to __. With your budget, I recommend (materials & tools).'
There's a variety of whole products, parts, materials & tools to customize.
I'm using plants as an example & analogy. You can apply this to other categories by considering what produces benefits people want.
Allergic people might like the visual stimulation or fragrances of flowers. People can get benefits of flowers from various plants, fragrances & artificial flower arrangements.
If you offer lessons on growing plants & arranging artificial flowers, people can create what they want.
During classes, people can socialize & collaborate in creating value. You can benefit from collaborations & adjust your inventory based on students' input.
You'll improve lives whether you customize products or teach people to do it. You can teach people how to make things fit their medical needs.
You can help people enjoy the creativity & practical benefits of hobbies. People might enjoy their creations more than mass produced products.
Creative people will prefer your store when you offer customizable products, materials, tools & lessons.
Emphasize how you'll make things easier by helping people create benefits. You can offer: 'Improve Your Life By Being Kind to Yourself! If you're missing __, we'll help you create it.'
Retailers often sell products without offering help. To differentiate your store, promote your ability to help people improve their lives. Examples:
'In (specific local condition), the best result is __. Here's how to achieve it: (methods summary). You need (products) & a plan to __.'
'In (personal/local condition), your options are __. We'll help you choose & use products for your best result.'
'Your life should be __. We'll help you find what you need & adapt it for the life you want.'
'You need more than products, you need results. You can improve your life with the knowledge, products & services we offer.'
'Your life can be __ when you have the right __. We have the knowledge & materials to help you develop __ based on your concerns.'
Differentiate your business by offering the extra value of preventing subsequent problems, example: Roof gutters & downspouts direct water away from basements until leaves & seeds get stuck. Sprouting seeds make problems worse.
If manufacturers thought about what could go wrong, they could've sold covered gutters years earlier.
If you notice flaws or predict problems, you can prevent frustrations & increase your profits. Carpenters & metal workers can help you fabricate solutions.
Compare products & services to local conditions & think about what's missing. Can you add or eliminate something to improve results? Tell suppliers about local conditions & ask for improvements.
Consumers need manufacturers & retailers to deal with quality details. Help consumers understand how details & features are beneficial, example: 'You won't have to pay anybody to clear these gutters because covers keep leaves & seeds out, so water flows.'
Thank you for using my blog. Please let me know if I should clarify anything.
Copyright 2018 Dennis S. Vogel All rights reserved.
When you compete against big businesses with big budgets you need powerful marketing strategies & tactics. You'll find them here-
https://thriving-small-businesses.blogspot.com/
http://www.voy.com/31049/
Advertising should emphasize how products & services are used to improve conditions. Emphasize how specialized knowledge & product quality can lead to lasting high quality results.
Advertise ways of producing value by combining knowledge, products &/or services, example: Small animal cages can be used to protect plants from animals (i.e., cages can keep animals out). Caged plants can be moved to manage exposure to sunlight & rain.
You can create more value for customers when you're more knowledgeable & innovative than competitors.
Superior customer service is based mostly on developing ways to improve customers' lives. You can create value by innovatively combining knowledge & products to create results.
As you consider people's conditions, think of ways to improve results. Expand safe ways to use & possibly combine products. Example: People rake leaves onto tarps, then haul leaves to collection points. Tent stakes can hold tarps while leaves fall from trees.
Show you want to do more than just sell products & services by using innovation to improve lives.
Help people focus on a full range of benefits, example: Hearing aids help people communicate & connect with loved ones. People can hear sounds they've missed for years. People enrich their lives when they hear lessons & entertainment. People can use audio-based safety devices, plus hear alarms & sirens.
Use Benefits To Offset Complaints
What are people's main objections about products?
Is product quality high enough for people's needs? Do products have the main benefits people need without excessive features? Do manufacturers make cheap products to fit discount prices?
Do you suggest product choices based on customers' conditions? Do you help with problems after customers buy products?
Here's a good product & service example:
A cell phone company advertises in senior citizen magazines. It overcomes service objections: "No Contracts" & "No Cancellation Fees". It offers "the simplest smartphone". A picture shows the large screen & easy-to-read menu. It has a longer-lasting battery & clear sound. When users don't feel safe, they can press a button to request help.
Its limited features & services appeal to people who want simplicity. This simplicity makes the phone & service affordable.
Representatives help customers pick or switch service plans. Technical support is free. Phones are available from retailers, so people can try models.
Clear Up Confusion
Helping people solve problems includes helping them decide. When people are unfamiliar with problems & solutions, they might be undecided because they're missing facts.
Here's how to clear up confusion & help people choose what they need: As you serve customers, document their conditions & questions with your answers. Your notes can help several people in similar conditions because they might have the same concerns.
When people describe their conditions, you can clarify their concerns. When people hesitate or object, you can check your notes & ask, "Are you wondering about __?" When you help people define concerns, you'll assure them you have answers.
You could use testimonials to help people decide which solutions to buy.
Consult with people about complicated products, so they're confident enough to do projects. Example: 'When You Have __ Problems, Technology Offers Solutions & Causes Confusion. We'll help you clear up confusion & choose solutions. Describe your conditions & we'll recommend improvements. You don't have to be an expert because we'll explain how to use products. If your conditions change, we'll help you adjust with step-by-step plans.'
Improve Lives With More Value
Though national retailers advertise based on general conditions, you can offer more meaningful local results. Diagnostic expertise can satisfy people who are frustrated by incomplete enhancements from big retailers.
You can use diagnostic questions to improve lives. Explain symptoms, causes & effects, so people can avoid or recover from problems.
In your advertising, explain the value of prevention, example: 'In Spring, look for __. If you don't eliminate it, it can become __. Prevention is easier & less expensive. We have __ in stock, so you can quickly __. We'll include a guide for diagnosing, preventing & correcting problems.'
Your guide can help consumers, who don't have deep expertise, avoid inferior results. Example: They might need mildew-resistant paint.
Your guide establishes you as an authority & is an incentive to choose your store.
Hope Is A Valuable Benefit
Though people probably won't say it, relief includes hope. Your solutions can increase hope & inspire more confidence in you.
Ask how people define relief, so you can determine how to help. If your recommendations don't fit customers' paradigms, ask questions to reach a mutual understanding about resolving their needs.
Relief can mean preventing & correcting problems. Relief also could mean more pleasure & less boredom.
Though general life dissatisfaction may seem minor, low morale is bad for health.
Increasing life satisfaction is a valuable service. People are more satisfied when they finish projects, complete collections & learn skills.
Check your inventory, services & knowledge base for ways to fill people's gaps. Gaps can mean people need skills, tools &/or materials.
People can be effective, efficient & less stressed when you help with plans.
You can help people learn better techniques with various tutorials. People might have some necessary skills, but not a full skill set. Example - Carpenters should know how to choose & use materials, fasteners & tools to get specific results.
When people rely on you, your store is mentally linked with optimistic feelings.
You offer hope about improving lives when you offer reliable ways to prevent & correct problems.
Since products don't improve lives without knowledge, your expertise can inspire more hope & confidence than discount stores do. You can offer tangible & intangible benefits of gaining control & decreasing stress. Gaining control increases hope & confidence.
You can offer: 'Decrease your stress as you prevent/solve __.' '(Business name) has products & information you need to control __.'
Explain what's possible, so people understand & can choose options. 'With __, you can __. When you're finished, you can expect __.'
Make decisions & tasks less complex by explaining causes & step-by-step plans to solve problems.
Small Adjustments Can Improve Lives
If you don't stock popular brands, show how substitutes can be adjusted or used directly to fulfill people's desires.
You can consult with customers to find or create what they want. Example: 'You need (result), so you need to know how to __. With your budget, I recommend (materials & tools).'
There's a variety of whole products, parts, materials & tools to customize.
I'm using plants as an example & analogy. You can apply this to other categories by considering what produces benefits people want.
Allergic people might like the visual stimulation or fragrances of flowers. People can get benefits of flowers from various plants, fragrances & artificial flower arrangements.
If you offer lessons on growing plants & arranging artificial flowers, people can create what they want.
During classes, people can socialize & collaborate in creating value. You can benefit from collaborations & adjust your inventory based on students' input.
You'll improve lives whether you customize products or teach people to do it. You can teach people how to make things fit their medical needs.
You can help people enjoy the creativity & practical benefits of hobbies. People might enjoy their creations more than mass produced products.
Creative people will prefer your store when you offer customizable products, materials, tools & lessons.
Emphasize how you'll make things easier by helping people create benefits. You can offer: 'Improve Your Life By Being Kind to Yourself! If you're missing __, we'll help you create it.'
Retailers often sell products without offering help. To differentiate your store, promote your ability to help people improve their lives. Examples:
'In (specific local condition), the best result is __. Here's how to achieve it: (methods summary). You need (products) & a plan to __.'
'In (personal/local condition), your options are __. We'll help you choose & use products for your best result.'
'Your life should be __. We'll help you find what you need & adapt it for the life you want.'
'You need more than products, you need results. You can improve your life with the knowledge, products & services we offer.'
'Your life can be __ when you have the right __. We have the knowledge & materials to help you develop __ based on your concerns.'
Differentiate your business by offering the extra value of preventing subsequent problems, example: Roof gutters & downspouts direct water away from basements until leaves & seeds get stuck. Sprouting seeds make problems worse.
If manufacturers thought about what could go wrong, they could've sold covered gutters years earlier.
If you notice flaws or predict problems, you can prevent frustrations & increase your profits. Carpenters & metal workers can help you fabricate solutions.
Compare products & services to local conditions & think about what's missing. Can you add or eliminate something to improve results? Tell suppliers about local conditions & ask for improvements.
Consumers need manufacturers & retailers to deal with quality details. Help consumers understand how details & features are beneficial, example: 'You won't have to pay anybody to clear these gutters because covers keep leaves & seeds out, so water flows.'
Thank you for using my blog. Please let me know if I should clarify anything.
Copyright 2018 Dennis S. Vogel All rights reserved.
When you compete against big businesses with big budgets you need powerful marketing strategies & tactics. You'll find them here-
https://thriving-small-businesses.blogspot.com/
http://www.voy.com/31049/
Thursday, October 18, 2018
Improve People's Lives & Increase Your Store's Value
My goal is to help you increase your store's value by improving people's lives.
As you help people improve results & avoid disappointment, you increase your store's value.
In the USA, people have the right to "the pursuit of happiness." That pursuit can be in many directions, so people need a plan focused in one direction.
The best pursuit will fail without the right tools & materials to make plans effective. After people define what brings happiness, retailers can help them find & use products in step-by-step plans.
People pursue happiness if they believe they can achieve it. You should show what's available to make happiness achievable & offer ways to use products to fulfill their hopes.
People Find Happiness In Experiences.
Some products have little value until results are produced. Happiness requires many factors; products can't fulfill each factor. Tangible results require action guided by knowledge, so you should offer products & knowledge.
Some people need help applying instructions of multiple tools & materials to affect conditions. You can coordinate instructions to guide people in using your resources to create & maintain results.
Though people want more happiness, they'll probably do more to avoid losing what brings happiness now.
Depending on how much specialized knowledge & skill is necessary, you can help people create & maintain happiness with various service levels.
You can create packages including materials & tools, plus some service. Services can be installation, maintenance & repairs or advice to help people do tasks.
In full-service packages, professionals could do initial setups & scheduled maintenance.
In partial-service packages, customers could be independent except for professionals doing specialized tasks.
Self-service packages could include advice &/or full lessons about initial setup & maintenance.
You should consider allowing upgrades to more service because conditions could change.
People need personal advice because typical advice & tutorials might be wrong for some conditions. Advice should include reviewing conditions & determining what to do & not do.
When people don't know what they need, you can help them recognize & interpret symptoms with questions & insights. Example: 'Have you noticed __? It could mean __. If there's also __, you need__.'
Since you're in business to help people improve their lives, you need to know which problems are high priorities.
Here are examples of offers based on priorities:
"When your reputation is on the line, you need __."
"When happiness requires __, you need __ because __."
"When satisfaction means __, ask for__. You'll find it at__."
"When a job well-done includes __, start your task with__."
"When a full solution requires __, settle for nothing less than __."
"When you only have one chance to get it right, you need __."
"When success means __, you need __ because __."
"When you need to avoid/end __, it's time for __."
You can make these statements when you know how to use products to produce promised results.
Check your ability to fulfill these statements by asking your staff & customers what's necessary. You need this information, so you know what to offer.
What do you need to learn about products & customers' conditions? What should your inventory be? Which services should you add?
As you get answers, setup procedures to quickly deliver what customers come to get.
Gaining Benefits From Results
Let's use equations to define terms. Plans = Methods + Knowledge;
Results = Plans + Work + Materials + Tools + Conditions; Benefits = Results + Information
When people have suitable plans, materials & tools, conditions might not be ready. Example: People delay repairs because of storms. If storms increase damage, people might need your help to adjust plans & use different materials.
If people work long enough at the right time, their results will be improved conditions. By applying information, they can maintain benefits of improved conditions.
Though consumers want better conditions, big box stores sell products, not results. You should differentiate your store by offering results.
You can create better results by collaborating with customers. This collaboration can produce information to turn results into benefits & prevent problems.
Example: Cars & parts are products. Repairs are results. Transportation is a benefit. To produce that lasting benefit, help people understand how to prevent break downs.
Questions & checklists can help people customize results by adapting tools & materials.
Develop questions & checklists to: 1- Match consumers' desires & conditions with products & services; & 2- Help people produce & maintain necessary results & benefits.
Example: Is cold air entering through a crack or hole? Cracks can be sealed with caulk. Small holes can be sealed with a mixture of caulk & steel wool.
Offer Better Experiences
What can you offer to improve popular experiences? At minimum, describe how you can improve what people usually do, example: 'While most people are (doing common activities), you'll be (enhanced experience) because you'll have (product/service result).'
You can arrange alternative experiences. 'Free yourself from tiresome tedium. Break free with (product/service). It's the recreation you need because (product/service result) will restore your morale. You deserve relief. It's hard to renew yourself when you're frustrated in the same old situation. You need to get away to refresh & in effect, press your reset button.'
If people want different experiences, they might need instructions & supplies. If they want the same experiences again, they might only need to replace consumable products.
Consider which experiences people can create with your products: 1- What do people need to know? 2- Do they need products you don't offer? 3- Do they need professional services?
Can you supply everything people need for their desired experiences? Do you refer people to other businesses for products & services you don't offer?
You can collaborate with other businesses & customers to coordinate inventories & develop plans to help people create experiences. This combination of resources can produce more value than discount stores that only offer cheap products.
More Than Product Claims
Do more than make product claims, explain how to use products to produce results. Apply manufacturers' product claims to local conditions. It's especially good if you recommend products based on personal experience.
Possible Example:
'Finally dry weather! Rain was on its way as I rushed home. The trimmer is ergonomic & well-balanced to reduce operator fatigue. The battery provides fade-free power. It's easier to use than other trimmers. I finished about 45 minutes earlier than I did with the old trimmer. My wife was waiting when I walked in & ... she noticed I wasn't as tired as usual.'
Plan Results & Reduce Confusion
It's best to ask questions to form plans & reduce confusion. Which results will fulfill people's needs & desires? Which combination of tasks & products will produce those results? What do people need for specific tasks? Do people need help choosing & learning to use products? Who has the knowledge people need?
Confusion can cause mistakes & stress. People delay decisions & solutions when they're confused. By reducing confusion, you can create more value & sell more in less time.
To clear up confusion, help people outline their conditions, then prepare product & service options to fulfill their needs. Help people choose options by comparing their conditions with each option.
You can outline tasks to solve problems & prevent recurrences, then develop a plan based on the outline & chosen options.
Plans can include financial arrangements; assigning tasks; time for learning & doing tasks; or possibly scheduling professionals to do the work.
Recommendations For Specific Conditions
Hammer sellers might suggest using hammers. People want advice about what they need, not based on what retailers need to sell.
People are apt to ask questions, when they're sure they'll get unbiased advice.
Show your integrity by differentiating between advising what customers need & suggesting extra value. Example: 'This basic unit can __. This deluxe unit can __.'
Here are examples of product advice based on customers' needs:
'The basic version is the least expensive & yields short-term results. You can get fast results with this option, but it costs more. The deluxe version takes more time to apply & gives you longer quality.'
People might wonder about keeping or replacing things. People will realize your advice isn't based just on selling things if you show objective criteria about replacements.
Example: 'If you notice __, it means __. In that case, you should replace it with __.'
To novices, some tools seem interchangeable & confusing. Example: Some tasks can be done with a combination wrench set, an adjustable wrench or pliers.
Clear explanations help people determine what to buy for current & future tasks. Posters, checklists & flip chart summaries can help people choose what's best, example: 'When your issue is __, you need (product) because __.'
Summaries can help you also because your answer is ready when you're mentally processing multiple issues.
Thank you for using my blog. Please let me know if I should clarify anything.
Copyright 2018 Dennis S. Vogel All rights reserved.
When you compete against big businesses with big budgets you need powerful marketing strategies & tactics. You'll find them here-
https://thriving-small-businesses.blogspot.com/
http://www.voy.com/31049/
As you help people improve results & avoid disappointment, you increase your store's value.
In the USA, people have the right to "the pursuit of happiness." That pursuit can be in many directions, so people need a plan focused in one direction.
The best pursuit will fail without the right tools & materials to make plans effective. After people define what brings happiness, retailers can help them find & use products in step-by-step plans.
People pursue happiness if they believe they can achieve it. You should show what's available to make happiness achievable & offer ways to use products to fulfill their hopes.
People Find Happiness In Experiences.
Some products have little value until results are produced. Happiness requires many factors; products can't fulfill each factor. Tangible results require action guided by knowledge, so you should offer products & knowledge.
Some people need help applying instructions of multiple tools & materials to affect conditions. You can coordinate instructions to guide people in using your resources to create & maintain results.
Though people want more happiness, they'll probably do more to avoid losing what brings happiness now.
Depending on how much specialized knowledge & skill is necessary, you can help people create & maintain happiness with various service levels.
You can create packages including materials & tools, plus some service. Services can be installation, maintenance & repairs or advice to help people do tasks.
In full-service packages, professionals could do initial setups & scheduled maintenance.
In partial-service packages, customers could be independent except for professionals doing specialized tasks.
Self-service packages could include advice &/or full lessons about initial setup & maintenance.
You should consider allowing upgrades to more service because conditions could change.
People need personal advice because typical advice & tutorials might be wrong for some conditions. Advice should include reviewing conditions & determining what to do & not do.
When people don't know what they need, you can help them recognize & interpret symptoms with questions & insights. Example: 'Have you noticed __? It could mean __. If there's also __, you need__.'
Since you're in business to help people improve their lives, you need to know which problems are high priorities.
Here are examples of offers based on priorities:
"When your reputation is on the line, you need __."
"When happiness requires __, you need __ because __."
"When satisfaction means __, ask for__. You'll find it at__."
"When a job well-done includes __, start your task with__."
"When a full solution requires __, settle for nothing less than __."
"When you only have one chance to get it right, you need __."
"When success means __, you need __ because __."
"When you need to avoid/end __, it's time for __."
You can make these statements when you know how to use products to produce promised results.
Check your ability to fulfill these statements by asking your staff & customers what's necessary. You need this information, so you know what to offer.
What do you need to learn about products & customers' conditions? What should your inventory be? Which services should you add?
As you get answers, setup procedures to quickly deliver what customers come to get.
Gaining Benefits From Results
Let's use equations to define terms. Plans = Methods + Knowledge;
Results = Plans + Work + Materials + Tools + Conditions; Benefits = Results + Information
When people have suitable plans, materials & tools, conditions might not be ready. Example: People delay repairs because of storms. If storms increase damage, people might need your help to adjust plans & use different materials.
If people work long enough at the right time, their results will be improved conditions. By applying information, they can maintain benefits of improved conditions.
Though consumers want better conditions, big box stores sell products, not results. You should differentiate your store by offering results.
You can create better results by collaborating with customers. This collaboration can produce information to turn results into benefits & prevent problems.
Example: Cars & parts are products. Repairs are results. Transportation is a benefit. To produce that lasting benefit, help people understand how to prevent break downs.
Questions & checklists can help people customize results by adapting tools & materials.
Develop questions & checklists to: 1- Match consumers' desires & conditions with products & services; & 2- Help people produce & maintain necessary results & benefits.
Example: Is cold air entering through a crack or hole? Cracks can be sealed with caulk. Small holes can be sealed with a mixture of caulk & steel wool.
Offer Better Experiences
What can you offer to improve popular experiences? At minimum, describe how you can improve what people usually do, example: 'While most people are (doing common activities), you'll be (enhanced experience) because you'll have (product/service result).'
You can arrange alternative experiences. 'Free yourself from tiresome tedium. Break free with (product/service). It's the recreation you need because (product/service result) will restore your morale. You deserve relief. It's hard to renew yourself when you're frustrated in the same old situation. You need to get away to refresh & in effect, press your reset button.'
If people want different experiences, they might need instructions & supplies. If they want the same experiences again, they might only need to replace consumable products.
Consider which experiences people can create with your products: 1- What do people need to know? 2- Do they need products you don't offer? 3- Do they need professional services?
Can you supply everything people need for their desired experiences? Do you refer people to other businesses for products & services you don't offer?
You can collaborate with other businesses & customers to coordinate inventories & develop plans to help people create experiences. This combination of resources can produce more value than discount stores that only offer cheap products.
More Than Product Claims
Do more than make product claims, explain how to use products to produce results. Apply manufacturers' product claims to local conditions. It's especially good if you recommend products based on personal experience.
Possible Example:
'Finally dry weather! Rain was on its way as I rushed home. The trimmer is ergonomic & well-balanced to reduce operator fatigue. The battery provides fade-free power. It's easier to use than other trimmers. I finished about 45 minutes earlier than I did with the old trimmer. My wife was waiting when I walked in & ... she noticed I wasn't as tired as usual.'
Plan Results & Reduce Confusion
It's best to ask questions to form plans & reduce confusion. Which results will fulfill people's needs & desires? Which combination of tasks & products will produce those results? What do people need for specific tasks? Do people need help choosing & learning to use products? Who has the knowledge people need?
Confusion can cause mistakes & stress. People delay decisions & solutions when they're confused. By reducing confusion, you can create more value & sell more in less time.
To clear up confusion, help people outline their conditions, then prepare product & service options to fulfill their needs. Help people choose options by comparing their conditions with each option.
You can outline tasks to solve problems & prevent recurrences, then develop a plan based on the outline & chosen options.
Plans can include financial arrangements; assigning tasks; time for learning & doing tasks; or possibly scheduling professionals to do the work.
Recommendations For Specific Conditions
Hammer sellers might suggest using hammers. People want advice about what they need, not based on what retailers need to sell.
People are apt to ask questions, when they're sure they'll get unbiased advice.
Show your integrity by differentiating between advising what customers need & suggesting extra value. Example: 'This basic unit can __. This deluxe unit can __.'
Here are examples of product advice based on customers' needs:
'The basic version is the least expensive & yields short-term results. You can get fast results with this option, but it costs more. The deluxe version takes more time to apply & gives you longer quality.'
People might wonder about keeping or replacing things. People will realize your advice isn't based just on selling things if you show objective criteria about replacements.
Example: 'If you notice __, it means __. In that case, you should replace it with __.'
To novices, some tools seem interchangeable & confusing. Example: Some tasks can be done with a combination wrench set, an adjustable wrench or pliers.
Clear explanations help people determine what to buy for current & future tasks. Posters, checklists & flip chart summaries can help people choose what's best, example: 'When your issue is __, you need (product) because __.'
Summaries can help you also because your answer is ready when you're mentally processing multiple issues.
Thank you for using my blog. Please let me know if I should clarify anything.
Copyright 2018 Dennis S. Vogel All rights reserved.
When you compete against big businesses with big budgets you need powerful marketing strategies & tactics. You'll find them here-
https://thriving-small-businesses.blogspot.com/
http://www.voy.com/31049/
Friday, September 21, 2018
Advertise Based On People's Desired Results
Satisfy people with valuable additions; example: Awnings add spaces onto houses & block harsh sunlight & light rain. Awnings combine effects of shelter & being outside. Screen walls are added to keep out insects.
It's important to help people maintain or improve circumstances more than just satisfying typical needs & desires.
Customize offers for people's needs. Help people increase benefits & avoid risks of pursuing benefits. Fill in the blanks - 'People would enjoy ___ if they could avoid __.' Eliminate what prevents them from having what they need & want.
To improve conditions, what could be added or removed? Example: Will people accept awnings without screens?
Help people improve circumstances by increasing their abilities with upgraded possessions or rented products.
By offering lessons & plans with basic tools, you help people improve skills & conditions. When you accept trade-ins of basic tools, people can get advanced tools & you can offer affordable basic tools to others.
Promote your expertise to make your store a source of superior products & information about choosing & using products. It'll help people trust you & become familiar with your store.
Help people get more benefits from what they have; example: A dealer can help customers choose a propane or natural gas grill.
If somebody has natural gas service & often will use a grill, a natural gas model could be more convenient & safer.
After pipes are installed, using natural gas could be safer than disconnecting, hauling, refilling & connecting propane tanks.
Better Reputation From Beneficial Services
Build your reputation by focusing on what people need to buy instead of what you need to sell.
While big retailers cut service, increase your profits by explaining how products & services fit local conditions.
When you observe people's actions & ask about their needs & desires, your inventory will help customers & will be profitable for you.
Confirm what people need by asking questions: 'Do you have __? Do you know how _? Have you ever __?'
If you're uncomfortable about asking questions, show what people need & invite them to ask questions. You can refer them to information sources to indicate what to learn before starting projects.
By exchanging information, you help customers get maximum value. They're apt to buy from you again & give you referrals.
Extra Efforts Can Bring You More Sales.
Overwhelmed people might hesitate to buy because they don't understand things. Here are miscellaneous issues to consider:
Do people's desired results fit their circumstances or should they consider other options?
Help people learn skills (how & when to use tools & materials), so they understand what's necessary to create & maintain benefits.
Interpret product specifications to prescribe the best solutions.
Combine products & services to create the best benefits.
Show how to schedule things in time segments.
Realistic Budgets & Time Commitments
You can help people plan how much time & money to invest in tasks. If they aren't ready for the effort & expense, they might lose interest & the activity will be crowded out by other priorities.
To keep customers returning, make things interesting & easy. The novelty can wear off & products won't be used. Bored people won't be long-term customers & might say the products aren't worthwhile.
What are ways to keep products & activities interesting? People might buy accessories to change the challenge level or add novel aspects. Is there a product version requiring less time & energy?
Rentals have little risk, so people can try things. If people lose interest in a rented product, others can rent it.
People Need Facts
In some communities, groups look for activities & subjects for classes. By sponsoring classes, you'll help people keep interests alive by sharing them.
Sponsorships also help you because groups promote activities & classes.
In ads & classes, information helps people choose activities & they might prefer your store.
People might need help finding products for improving their lives because ads don't have enough information. When people do web searches for product information, they might buy from businesses that provide the best information.
If you want to sell, tell how products are special. Tell about extra value you add to products to make people's lives easier.
Advertising should help people choose & use the best products for their goals.
You can provide a wide perspective of practical knowledge about producing specialized solutions for local problems.
Create more value by tracking consumers' needs, technology & competitors' offers.
What would solve problems without overshooting people's needs & exceeding their budgets? You can help people determine if a general solution is enough or if they should invest in a specialized solution.
Promote your expertise in a solution category, so you can show how your offers fit results people need.
Invite people to ask about using products for their goals. Example: Though product packages have instructions, provide plans for achieving results. You can sell products for those plans.
Your Business's Purpose
Attract people by promoting your business's purpose. Your business's purpose should be helping people achieve specific results.
Help people adjust their environments as their needs & desires change. Help people change, then maintain their lives at desired levels.
Entice people to return to pursue more happiness. Show you have more treasures than they can experience in a short time.
Goal pursuits should be planned. As plans are formed, show how tools & materials fit the plans. Products & plans can be put together in self-service kits. For people who need more help, you can offer full-service kits.
Whether you offer full-service or self-service kits, your options should exceed what people could develop without your help.
Each kit can offer benefits for various budgets.
Show how your offers make results achievable instead of offering miscellaneous products.
Promotions Should Focus On People's Goals.
You need research to determine which resources to prepare & what to promote.
Why do people hesitate about pursuing goals? Do they need help clarifying what they need?
Would they be confident if they had lessons & could rent equipment? Are they more satisfied when they plan experiences? Are they more satisfied with things they make or ready-made products?
Do people want traditional or innovative options?
As they discuss preferences, you might suggest alternatives for better results. People can only make ordinary decisions until they receive extraordinary offers.
You can persuade people to prefer your offers as you learn what's more attractive than other options.
Big retailers compete based on products. It's important to help people get specific results from products.
As you consider which benefits to offer, think about these issues:
Do competitors offer the same benefits? How can you make benefits more specific to customers' goals?
Do competitors help customers choose the best product version for their conditions?
Do competitors help customers get maximum results or is it total self-service?
Do self-service retailers imply a lack of concern for customers?
People can be comfortable with retailers who use expertise to carefully serve them instead of just selling for profits. You might be more credible if you show concern about people & their results.
It's important to provide mental benefits. Confidence is a benefit. Some feel confident if they get step-by-step guidance & others prefer a few helpful hints.
Help people be sure they can use products well & products will safely solve problems. Guesses leads to more stresses.
Your expertise & concern for people should be part of your business differentiation.
Ask about customers' needs & conditions, so you can provide specific instructions. Guide them with details to find causes & effects, so products, plans & solutions will fit problems.
When you provide written instructions, you can include liability disclaimers (ask a lawyer).
Clear up misconceptions about what products will & won't do.
Help people be certain about what to expect & how to adjust results. When people know what to expect step-by-step, they can recognize variations & can stop to ask for advice.
As you learn about local conditions & product limitations, you'll know what to expect. As customers describe their conditions, goals & preliminary results, you can help eliminate or decrease trouble.
People Like Special Offers
Compare your offers & service with competitors in your advertising. Example: 'Do our competitors have (specific benefit)? Will our competitors help you solve problems step-by-step? Any store will sell you any product, but we'll help you find what you need.'
Show people are special by making special efforts to serve them. When competitors make dull offers, it implies consumers prefer dull products.
People are interested in details about solutions, so make specific offers, example: A window company explains why Wisconsinites need specific windows. It explains the materials, manufacturing & installation differences.
Technology changes regularly. Help customers decide if the newest technology is worth a higher price or if they should use older technology.
Help customers compare warranties & other benefits, example: A more fuel efficient car might have a shorter warranty.
In addition to product & service offers, offer your expertise as a secondary benefit. Example: 'We have what you need for (specific conditions). We provide the right products & knowledge you need for the right solution.'
Encourage people to be sure they buy the right solution. Examples: 'Before you leave any store be sure you have (checklist). Before you accept an offer, be sure you know (checklist).'
Thank you for using my blog. Please let me know if I should clarify anything.
Copyright 2018 Dennis S. Vogel All rights reserved.
When you compete against big businesses with big budgets you need powerful marketing strategies & tactics. You'll find them here-
https://thriving-small-businesses.blogspot.com/
http://www.voy.com/31049/
It's important to help people maintain or improve circumstances more than just satisfying typical needs & desires.
Customize offers for people's needs. Help people increase benefits & avoid risks of pursuing benefits. Fill in the blanks - 'People would enjoy ___ if they could avoid __.' Eliminate what prevents them from having what they need & want.
To improve conditions, what could be added or removed? Example: Will people accept awnings without screens?
Help people improve circumstances by increasing their abilities with upgraded possessions or rented products.
By offering lessons & plans with basic tools, you help people improve skills & conditions. When you accept trade-ins of basic tools, people can get advanced tools & you can offer affordable basic tools to others.
Promote your expertise to make your store a source of superior products & information about choosing & using products. It'll help people trust you & become familiar with your store.
Help people get more benefits from what they have; example: A dealer can help customers choose a propane or natural gas grill.
If somebody has natural gas service & often will use a grill, a natural gas model could be more convenient & safer.
After pipes are installed, using natural gas could be safer than disconnecting, hauling, refilling & connecting propane tanks.
Better Reputation From Beneficial Services
Build your reputation by focusing on what people need to buy instead of what you need to sell.
While big retailers cut service, increase your profits by explaining how products & services fit local conditions.
When you observe people's actions & ask about their needs & desires, your inventory will help customers & will be profitable for you.
Confirm what people need by asking questions: 'Do you have __? Do you know how _? Have you ever __?'
If you're uncomfortable about asking questions, show what people need & invite them to ask questions. You can refer them to information sources to indicate what to learn before starting projects.
By exchanging information, you help customers get maximum value. They're apt to buy from you again & give you referrals.
Extra Efforts Can Bring You More Sales.
Overwhelmed people might hesitate to buy because they don't understand things. Here are miscellaneous issues to consider:
Do people's desired results fit their circumstances or should they consider other options?
Help people learn skills (how & when to use tools & materials), so they understand what's necessary to create & maintain benefits.
Interpret product specifications to prescribe the best solutions.
Combine products & services to create the best benefits.
Show how to schedule things in time segments.
Realistic Budgets & Time Commitments
You can help people plan how much time & money to invest in tasks. If they aren't ready for the effort & expense, they might lose interest & the activity will be crowded out by other priorities.
To keep customers returning, make things interesting & easy. The novelty can wear off & products won't be used. Bored people won't be long-term customers & might say the products aren't worthwhile.
What are ways to keep products & activities interesting? People might buy accessories to change the challenge level or add novel aspects. Is there a product version requiring less time & energy?
Rentals have little risk, so people can try things. If people lose interest in a rented product, others can rent it.
People Need Facts
In some communities, groups look for activities & subjects for classes. By sponsoring classes, you'll help people keep interests alive by sharing them.
Sponsorships also help you because groups promote activities & classes.
In ads & classes, information helps people choose activities & they might prefer your store.
People might need help finding products for improving their lives because ads don't have enough information. When people do web searches for product information, they might buy from businesses that provide the best information.
If you want to sell, tell how products are special. Tell about extra value you add to products to make people's lives easier.
Advertising should help people choose & use the best products for their goals.
You can provide a wide perspective of practical knowledge about producing specialized solutions for local problems.
Create more value by tracking consumers' needs, technology & competitors' offers.
What would solve problems without overshooting people's needs & exceeding their budgets? You can help people determine if a general solution is enough or if they should invest in a specialized solution.
Promote your expertise in a solution category, so you can show how your offers fit results people need.
Invite people to ask about using products for their goals. Example: Though product packages have instructions, provide plans for achieving results. You can sell products for those plans.
Your Business's Purpose
Attract people by promoting your business's purpose. Your business's purpose should be helping people achieve specific results.
Help people adjust their environments as their needs & desires change. Help people change, then maintain their lives at desired levels.
Entice people to return to pursue more happiness. Show you have more treasures than they can experience in a short time.
Goal pursuits should be planned. As plans are formed, show how tools & materials fit the plans. Products & plans can be put together in self-service kits. For people who need more help, you can offer full-service kits.
Whether you offer full-service or self-service kits, your options should exceed what people could develop without your help.
Each kit can offer benefits for various budgets.
Show how your offers make results achievable instead of offering miscellaneous products.
Promotions Should Focus On People's Goals.
You need research to determine which resources to prepare & what to promote.
Why do people hesitate about pursuing goals? Do they need help clarifying what they need?
Would they be confident if they had lessons & could rent equipment? Are they more satisfied when they plan experiences? Are they more satisfied with things they make or ready-made products?
Do people want traditional or innovative options?
As they discuss preferences, you might suggest alternatives for better results. People can only make ordinary decisions until they receive extraordinary offers.
You can persuade people to prefer your offers as you learn what's more attractive than other options.
Big retailers compete based on products. It's important to help people get specific results from products.
As you consider which benefits to offer, think about these issues:
Do competitors offer the same benefits? How can you make benefits more specific to customers' goals?
Do competitors help customers choose the best product version for their conditions?
Do competitors help customers get maximum results or is it total self-service?
Do self-service retailers imply a lack of concern for customers?
People can be comfortable with retailers who use expertise to carefully serve them instead of just selling for profits. You might be more credible if you show concern about people & their results.
It's important to provide mental benefits. Confidence is a benefit. Some feel confident if they get step-by-step guidance & others prefer a few helpful hints.
Help people be sure they can use products well & products will safely solve problems. Guesses leads to more stresses.
Your expertise & concern for people should be part of your business differentiation.
Ask about customers' needs & conditions, so you can provide specific instructions. Guide them with details to find causes & effects, so products, plans & solutions will fit problems.
When you provide written instructions, you can include liability disclaimers (ask a lawyer).
Clear up misconceptions about what products will & won't do.
Help people be certain about what to expect & how to adjust results. When people know what to expect step-by-step, they can recognize variations & can stop to ask for advice.
As you learn about local conditions & product limitations, you'll know what to expect. As customers describe their conditions, goals & preliminary results, you can help eliminate or decrease trouble.
People Like Special Offers
Compare your offers & service with competitors in your advertising. Example: 'Do our competitors have (specific benefit)? Will our competitors help you solve problems step-by-step? Any store will sell you any product, but we'll help you find what you need.'
Show people are special by making special efforts to serve them. When competitors make dull offers, it implies consumers prefer dull products.
People are interested in details about solutions, so make specific offers, example: A window company explains why Wisconsinites need specific windows. It explains the materials, manufacturing & installation differences.
Technology changes regularly. Help customers decide if the newest technology is worth a higher price or if they should use older technology.
Help customers compare warranties & other benefits, example: A more fuel efficient car might have a shorter warranty.
In addition to product & service offers, offer your expertise as a secondary benefit. Example: 'We have what you need for (specific conditions). We provide the right products & knowledge you need for the right solution.'
Encourage people to be sure they buy the right solution. Examples: 'Before you leave any store be sure you have (checklist). Before you accept an offer, be sure you know (checklist).'
Thank you for using my blog. Please let me know if I should clarify anything.
Copyright 2018 Dennis S. Vogel All rights reserved.
When you compete against big businesses with big budgets you need powerful marketing strategies & tactics. You'll find them here-
https://thriving-small-businesses.blogspot.com/
http://www.voy.com/31049/
Thursday, August 16, 2018
Top Of Mind Awareness For Superior Value
Build superior value with offers based on specific needs & desires. Combine products with instructions for diagnosing, preventing, mitigating or solving problems.
A superior product is just a foundation. Knowledge is necessary to create maximum short-term & long-term advantages for customers. Example: Help car buyers conserve fuel each day & maintain cars for lasting value.
Customized creations can be better than generic results, so explain how you help people create what they need.
Sometimes, there are better ways than standard methods, especially if a person's problem isn't "standard". Tricks of the trade (different ways to use tools & materials) can be valuable advice to reduce frustration & increase success.
Analogy: People submit questions to cooking shows about adapting recipes for their equipment & nutritional requirements.
Product instructions are like recipes. Help people adapt instructions to their conditions. Many retailers don't advertise services like these.
Put information in your ads, so people understand why products & services are important. Most advertisers don't explain which problems a product can prevent or fix.
Example: Pictures of downspouts with prices won't help if people don't know downspouts keep rain out of their basements.
Information For Successful Tasks
As you consider clients' conditions, combine knowledge of problems with known causes & effects. Work with clients to determine why problems happened, how to prevent deterioration & restore correct functioning.
Do your best to combine everything people need. Tools & materials are more useful with information about causes plus ways to fix & prevent problems.
When a step is over, people need to know what their next step is. Each step requires more information & they might need you to make a step fit their conditions.
Example: When people work on old vehicles or buildings, the original materials might be different than new materials.
Help people find sealers, adhesives or fasteners that are compatible with original & new materials.
Should original materials be replaced to avoid more problems?
How can people determine if original materials will break or wear out soon?
If you show objective criteria for replacing materials, people will realize your advice isn't based just on selling things.
Top Of Mind Awareness as a Source Of Specific Solutions
People will recognize your expertise as a specialist if you promote solutions instead of just products.
You can find solutions & ways to prevent problems by exploring subjects & local conditions.
Problems are gaps in ideal conditions. Knowledge is necessary to identify precise gaps then adapt materials & tools to fill gaps.
Generic "solutions" might be incomplete & temporary because methods, materials & tools don't fit the problems. Specialists recognize gaps & can identify what's missing.
Store chains have Top Of Mind Awareness (T-O-M-A) for retail or product categories. To compete, you should have T-O-M-A as a source of specific solutions.
You should compete based on satisfaction, not just sales. You can achieve long-term success & satisfy people by helping them implement clear solutions.
Use specialized knowledge to develop instructions for achieving goals & solving problems. By packaging instructions, tools & materials, you can help people finish tasks quickly & completely.
Help people understand how products fit their conditions, so they'll have faith in your offers.
People will be satisfied & less stressed if you provide plans with checklists for confirming problems are solved. They'll have faith in plans when you show how the steps fit symptoms of problems.
Top Of Mind Awareness For Specialized Knowledge
To thrive, you should differentiate your business by developing T-O-M-A for specialized knowledge.
Offer the specific knowledge your market niche needs to adapt products for their conditions.
Your specialized knowledge could be combining previous parts with new materials to fix older things. You can help people adapt resources & buy the best options for improvement.
Example: Products could be out of date because different materials were used years ago. There could be compatibility issues between old products & new parts.
When you learn about consumers' current conditions, you'll know how well their old resources fit their new needs.
You can create more value than big retailers that feature general product categories like plumbing.
With specialized knowledge, you offer more value by solving, then preventing specific problems like slow drains.
Provide instructions & products to solve a problem. Add products & information about avoiding those problems.
Since you'll help people understand causes & effects, they can prevent reoccurrences. Example: Toothpaste can build up into clogs, so people should use less paste & rinse thoroughly.
Diagnosis & prevention require knowledge about how problems develop. Prevention depends on noticing symptoms early enough to avoid serious problems.
Find Options That Fit Customers' Conditions
People might need advice based on skills, tools, needs & local conditions. You can determine which options fit people's conditions or problems.
Help people consider advantages, example: Would a regular version fully solve a customer's problem? Is there enough advantage in a premium version to make a higher price worthwhile?
Situations are like puzzles & people need diagnostic help to fill gaps. Like puzzle pieces fit physically & visually, people need products to fit their lives in multiple ways.
People want their completed puzzles to match their mental pictures, but mental pictures might not match what's available. When you help people diagnose problems & compare product specifications, you can determine if the benefits fit people's gaps.
Since people don't always know which benefits they need, ask them for details. You should focus on details of problems & solutions to show benefits are vital in filling gaps. People can choose options based on how well those benefits fill their gaps.
People need to prioritize advantages & disadvantages based on their needs. Example: Big vehicles use more fuel, but some are safer in crashes.
Top Of Mind Awareness For Diagnosing & Preventing Problems
When you have T-O-M-A for diagnosing & preventing problems, people will be open to your advertising.
Ads are valuable if they help people prevent or eliminate problems. People resist ads about selling things they don't need.
You can focus on a solution each month for your locality. Is there a time when a problem is worse or easier to solve?
Example: If slow drains are worse in winter, urge people to clear drains in November. Some people let water trickle to prevent frozen water in pipes.
People might not have serious drain problems when they occasionally use water in summer, but trickling water can back up in pipes. If water doesn't flow quickly through drain pipes, ice could block whatever little space is available.
Help people determine causes & the best solution for each cause - examples: hair or grease in pipes.
Help People Decrease Their Distress.
Your store can be an environment for helping people maintain what's good & change what isn't.
Discount stores sell products, but not always full solutions. You can show options & give advice based on customers' needs. That extra help can be valuable enough to make higher prices a bargain.
If people have to open or replace pipes, you can help them choose mechanical snakes, wrenches, new pipes & sealers or chemicals to dissolve clogs.
Offer what people need before they start tasks. Example: Before opening pipes, people should prepare for a mess with cleaning products.
Warn people about hazards, example: Pouring caustic chemicals into a drain is easy, but it might be too late for an easy 'solution'? People might not realize when it's dangerous to open a pipe.
In discount stores, people might buy products without knowing the risks of combining products & methods.
Offering a solution is more than offering a product. Do you have guidelines to help people determine which solution to use?
Be Prepared For Issues
Differentiate your store from competitors who sell products regardless of people's conditions. Learn about people's conditions, so you can offer the best combinations of products, services & information.
Compare customers' needs with your inventory & suppliers' offers. Compile customers' issues & questions for future reference when you plan promotions.
You also can learn about consumers' concerns through social media, blogs & product reviews.
By tracking patterns like weather, time-related issues & people's obligations, you can learn about customers' concerns & explore options competitors don't offer.
Help people fulfill obligations with better products & updated information.
Ask people to bring questions & ask them questions, so you can compare their needs with product specifications.
If a product requires repair or maintenance, offer a service plan based on how they use that product.
Time-related issues can be people's ages & product obsolescence (warranty expirations).
Example: If many people bought products during a strong economy, warranties will expire about the same time. When the economy is strong again, urge people to buy new versions with warranties. Your offer will be stronger if you accept trade-ins or recycle old products.
Explain how new technology has improved results people need. Example: '(Product) will (produce benefit) longer because of (new materials). (Benefit) is important when you need __. We'll help you pick the best model & show how to get the results you need. If your needs change, let's work together to find new solutions.'
Thank you for using my blog. Please let me know if I should clarify anything.
Copyright 2018 Dennis S. Vogel All rights reserved.
When you compete against big businesses with big budgets you need powerful marketing strategies & tactics. You'll find them here-
https://thriving-small-businesses.blogspot.com/
http://www.voy.com/31049/
A superior product is just a foundation. Knowledge is necessary to create maximum short-term & long-term advantages for customers. Example: Help car buyers conserve fuel each day & maintain cars for lasting value.
Customized creations can be better than generic results, so explain how you help people create what they need.
Sometimes, there are better ways than standard methods, especially if a person's problem isn't "standard". Tricks of the trade (different ways to use tools & materials) can be valuable advice to reduce frustration & increase success.
Analogy: People submit questions to cooking shows about adapting recipes for their equipment & nutritional requirements.
Product instructions are like recipes. Help people adapt instructions to their conditions. Many retailers don't advertise services like these.
Put information in your ads, so people understand why products & services are important. Most advertisers don't explain which problems a product can prevent or fix.
Example: Pictures of downspouts with prices won't help if people don't know downspouts keep rain out of their basements.
Information For Successful Tasks
As you consider clients' conditions, combine knowledge of problems with known causes & effects. Work with clients to determine why problems happened, how to prevent deterioration & restore correct functioning.
Do your best to combine everything people need. Tools & materials are more useful with information about causes plus ways to fix & prevent problems.
When a step is over, people need to know what their next step is. Each step requires more information & they might need you to make a step fit their conditions.
Example: When people work on old vehicles or buildings, the original materials might be different than new materials.
Help people find sealers, adhesives or fasteners that are compatible with original & new materials.
Should original materials be replaced to avoid more problems?
How can people determine if original materials will break or wear out soon?
If you show objective criteria for replacing materials, people will realize your advice isn't based just on selling things.
Top Of Mind Awareness as a Source Of Specific Solutions
People will recognize your expertise as a specialist if you promote solutions instead of just products.
You can find solutions & ways to prevent problems by exploring subjects & local conditions.
Problems are gaps in ideal conditions. Knowledge is necessary to identify precise gaps then adapt materials & tools to fill gaps.
Generic "solutions" might be incomplete & temporary because methods, materials & tools don't fit the problems. Specialists recognize gaps & can identify what's missing.
Store chains have Top Of Mind Awareness (T-O-M-A) for retail or product categories. To compete, you should have T-O-M-A as a source of specific solutions.
You should compete based on satisfaction, not just sales. You can achieve long-term success & satisfy people by helping them implement clear solutions.
Use specialized knowledge to develop instructions for achieving goals & solving problems. By packaging instructions, tools & materials, you can help people finish tasks quickly & completely.
Help people understand how products fit their conditions, so they'll have faith in your offers.
People will be satisfied & less stressed if you provide plans with checklists for confirming problems are solved. They'll have faith in plans when you show how the steps fit symptoms of problems.
Top Of Mind Awareness For Specialized Knowledge
To thrive, you should differentiate your business by developing T-O-M-A for specialized knowledge.
Offer the specific knowledge your market niche needs to adapt products for their conditions.
Your specialized knowledge could be combining previous parts with new materials to fix older things. You can help people adapt resources & buy the best options for improvement.
Example: Products could be out of date because different materials were used years ago. There could be compatibility issues between old products & new parts.
When you learn about consumers' current conditions, you'll know how well their old resources fit their new needs.
You can create more value than big retailers that feature general product categories like plumbing.
With specialized knowledge, you offer more value by solving, then preventing specific problems like slow drains.
Provide instructions & products to solve a problem. Add products & information about avoiding those problems.
Since you'll help people understand causes & effects, they can prevent reoccurrences. Example: Toothpaste can build up into clogs, so people should use less paste & rinse thoroughly.
Diagnosis & prevention require knowledge about how problems develop. Prevention depends on noticing symptoms early enough to avoid serious problems.
Find Options That Fit Customers' Conditions
People might need advice based on skills, tools, needs & local conditions. You can determine which options fit people's conditions or problems.
Help people consider advantages, example: Would a regular version fully solve a customer's problem? Is there enough advantage in a premium version to make a higher price worthwhile?
Situations are like puzzles & people need diagnostic help to fill gaps. Like puzzle pieces fit physically & visually, people need products to fit their lives in multiple ways.
People want their completed puzzles to match their mental pictures, but mental pictures might not match what's available. When you help people diagnose problems & compare product specifications, you can determine if the benefits fit people's gaps.
Since people don't always know which benefits they need, ask them for details. You should focus on details of problems & solutions to show benefits are vital in filling gaps. People can choose options based on how well those benefits fill their gaps.
People need to prioritize advantages & disadvantages based on their needs. Example: Big vehicles use more fuel, but some are safer in crashes.
Top Of Mind Awareness For Diagnosing & Preventing Problems
When you have T-O-M-A for diagnosing & preventing problems, people will be open to your advertising.
Ads are valuable if they help people prevent or eliminate problems. People resist ads about selling things they don't need.
You can focus on a solution each month for your locality. Is there a time when a problem is worse or easier to solve?
Example: If slow drains are worse in winter, urge people to clear drains in November. Some people let water trickle to prevent frozen water in pipes.
People might not have serious drain problems when they occasionally use water in summer, but trickling water can back up in pipes. If water doesn't flow quickly through drain pipes, ice could block whatever little space is available.
Help people determine causes & the best solution for each cause - examples: hair or grease in pipes.
Help People Decrease Their Distress.
Your store can be an environment for helping people maintain what's good & change what isn't.
Discount stores sell products, but not always full solutions. You can show options & give advice based on customers' needs. That extra help can be valuable enough to make higher prices a bargain.
If people have to open or replace pipes, you can help them choose mechanical snakes, wrenches, new pipes & sealers or chemicals to dissolve clogs.
Offer what people need before they start tasks. Example: Before opening pipes, people should prepare for a mess with cleaning products.
Warn people about hazards, example: Pouring caustic chemicals into a drain is easy, but it might be too late for an easy 'solution'? People might not realize when it's dangerous to open a pipe.
In discount stores, people might buy products without knowing the risks of combining products & methods.
Offering a solution is more than offering a product. Do you have guidelines to help people determine which solution to use?
Be Prepared For Issues
Differentiate your store from competitors who sell products regardless of people's conditions. Learn about people's conditions, so you can offer the best combinations of products, services & information.
Compare customers' needs with your inventory & suppliers' offers. Compile customers' issues & questions for future reference when you plan promotions.
You also can learn about consumers' concerns through social media, blogs & product reviews.
By tracking patterns like weather, time-related issues & people's obligations, you can learn about customers' concerns & explore options competitors don't offer.
Help people fulfill obligations with better products & updated information.
Ask people to bring questions & ask them questions, so you can compare their needs with product specifications.
If a product requires repair or maintenance, offer a service plan based on how they use that product.
Time-related issues can be people's ages & product obsolescence (warranty expirations).
Example: If many people bought products during a strong economy, warranties will expire about the same time. When the economy is strong again, urge people to buy new versions with warranties. Your offer will be stronger if you accept trade-ins or recycle old products.
Explain how new technology has improved results people need. Example: '(Product) will (produce benefit) longer because of (new materials). (Benefit) is important when you need __. We'll help you pick the best model & show how to get the results you need. If your needs change, let's work together to find new solutions.'
Thank you for using my blog. Please let me know if I should clarify anything.
Copyright 2018 Dennis S. Vogel All rights reserved.
When you compete against big businesses with big budgets you need powerful marketing strategies & tactics. You'll find them here-
https://thriving-small-businesses.blogspot.com/
http://www.voy.com/31049/
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