“What drives my customers to buy?”
I bet you’ve asked this question at least once…probably many more times than once.
Have you decoded what attracts their attention?
Because they are spending their money with someone who attracted their attention. Is that someone you?
If you’re trying to figure out how to get more customers without feeling like you’re pulling a rabbit out of the hat each month, the secret rests in discovering how to *think* like your customers.
Because you’re probably thinking like you, a seller.
Sellers sell products. Sellers tell you all about themselves. Sellers think you come to their website to learn about them and their products. Sellers believe this is highly valuable information, the stuff that motivates.
And that’s an honest, but costly, mistake.
Look at the website in the photo (a real business, btw). I went looking for a new eye doctor to make an appointment. I don’t care about their practice…yet. I care about getting my eyes examined asap so I can get more contact lens asap. (I probably would have made an appointment if they had done a few simple things.)
To begin to think like your customer, there are a few basic steps. We’ll examine them one-at-a-time over our next several conversations.
Easily Understood Messages—
I know. Sounds stupidly obvious. Yet, most don’t do it.
First, understand this: to attract attention you are always speaking to the simplest part of the human brain. Always.
It’s the part of the brain that engages with your messages. It demands simple, easily understood messages. Then it gives you a reward–its attention. And that speeds up its decision-making process.
One of the simplest ways to talk to the simple human brain is do to show before and after photos. Pain on the left. Relief from pain on the right.
Now the simple brain sees it should work with you. It comprehends why you’re better than other alternatives (that don’t show them the results).
Check out your website to start. What’s your conversation? Are you talking to the simple, human brain and sharing what it so desires to hear, see and know?
Or are you busy talking to yourself?