Having a firm understanding of the current market and what potential customers are looking for is key to selling your services or product but understanding your customer's prerequisites are even more important.
If you want to increase your own ability or your company’s ability to sell, then there are a few things you need to do and know, but before I go into the top 4 things you can do to put your company’s best foot forward, let's get into what we mean by prerequisites.
Imagine your laptop breaks down and you decide to look up a shop that repairs laptops, you go on to the internet, you do a search, and you find a company that fixes Laptops, you click on the link, and you see a website that does not inspire faith, although the website says the right things, the website does not present the company as professional.
The feeling you get from their website is that they seem amateurish, but you look at their prices and they seem cheaper than all the other companies, by 50% (£100.00 total cost), their logo is a cute little cartoon laptop with a thermometer in its mouth, what do you do? Do you call them because they are so cheap? You could be lucky, and they turn out to be fine…
Let’s now say that the money you need to pay out for services is £15,000.00. Ahh, now you need more time to decide, now all the little things that were not such an issue are now a much bigger problem, now you don’t feel so sure about the company as your required investment is higher.
Our prerequisites for choosing a company have several requirements that our subconscious needs to be met:
1. Does their company website look, but more importantly feel professional?
2. Have they presented themselves in a way that makes them look like they can do the job?
3. Does their logo look like they are a serious company?
4. Are their prices in line with the industry give or take 10-15%? Or do they seem too good to be true?
There are a host of other prerequisites but the four above are the key ones people have when looking for a company to buy from, so what can you do to make your potential customers and clients feel that you or your company are right for them?
Look out for part two of this blog called “4 ways to put your companies best foot forward” next week.