Selling For Dummies
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While any amount of foot traffic is good, your business needs buying customers. So, figure out a few buying behaviors to convince your customers to buy your business, product, or service. To identify buying behaviors, find out as much as you can about the people who buy your product or service: including their attitudes towards consumerism, beliefs, purchasing patterns, and behaviors.

  • Define who isn’t a prospect for your product. Sometimes, the easiest way to start your customer profiling is to think about who isn’t likely to buy from your business.

  • Look at what your customers have in common. Particularly, study the tendencies of your best customers — the ones who account for the fewest service problems and the greatest profits. Make a list of their common traits by answering the following questions:

    • Do they buy on impulse or after careful consideration?

    • Are they cost-conscious or more interested in the quality and prestige of the purchase?

    • Are they loyal shoppers who buy from you on a frequent basis, or are they one-time buyers?

    • Do they buy from your business exclusively, or do they also patronize your competitors?

    • Do they reach you through a certain channel — for example, your satellite office or your Web site — or do they contact you via referrals from other businesses or professionals?

You’ll see patterns emerge. Certain customer groups account for higher sales volume or more frequent purchases. Or perhaps some subgroups purchase certain types of products from you.

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