Remove friction from the purchase experience. But technology is the simpler half of the story. The complicated half is shifting the thinking of the seller. It may be a sale to the seller but it’s a purchase experience to the buyer. And unless you are a monopoly selling electricity, the latter always triumphs. The former
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From traditional to digital. So, where do you start if you’re migrating from offline vs online buyers? Leverage on what’s working now. Make a customer not a sale. If there was a time this were true it is now. And for the many that made sales and not customers, offline, the migration to online (which
Buyers will refer to it as they understand it, and expect the seller to know what they mean. Work with buyer’s name of your product. The risk is minimal, the benefits huge. Unless they are on premium, most buyers rarely differentiate a product the way it’s seller does. The seller uses its official name. Buyers
How to convert more leads to sales, you wonder? Don’t be too quick to assume successful lead conversion based on the lead giver’s goodwill with the lead. To begin with, a lead is a potential sale, not an automatic one. In fact, even a hot lead, is not an automatic one. A lead can be
Sellers find processes boring and unnecessary, to their detriment. Yet, as a buyer, do you really want to understand the buying process before you buy? Confused? Read on To begin with, selling is results oriented; buying is process oriented. So? Not understanding this difference may ruin relationships and delay completing the sale (closing). Here are
Tomorrow is Valentine’s Day. Men, you are duly warned. On Valentine’s Day the colour red means the exact opposite of danger; it means safety, love. Then again it means danger for the hapless husband or boyfriend that forgets it! To date, men, still wonder, ‘Why is Valentine’s Day celebrated?’ Valentine’s Day makes a curious study
We plough through December’s festivities (real and imagined) and unashamedly gape in suffocating desperation at January’s seemingly unending financial chasm, and wonder what happened. Who will protect the hapless Kenyan from himself? And can the Kenyan be helped? I mean, what’s with us Kenyans in December? We have no rhyme or reason to our
The progressive seller doesn’t leave anything to chance; he spells it out for the buyer, emphasizing ‘your’ not ‘our’ Buyers are selfish. They can afford to be. Sellers cannot. (Next week’s article will build more on this topic). Buyers want what they want. Successful sellers want what the buyer wants. Mediocre sellers compete with buyers
Don’t lament, learn. Instead of beating yourself because your last two pitches didn’t pan out, work on a reducing your conversion (call-to-close) ratio. That the presentation did not convert to a sale is not cause to hang your boots nor your head. I mean, what would you make of a hawker that gave up because
Caused by you or another seller, deliberately or not, it doesn’t matter. Handle historical injustices by owning them Historical injustice is a past moral wrong committed by people, now dead, that has a lasting impact on the well-being of people in present day. In Kenya, we are more familiar with the term in relation to