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Today I want to talk to you about understanding buyer motivation. Though we’ve talked about it before, I know that what we cover today will help you understand the different situations you’ll encounter with various clients. This will help you get the most out of your business relationship, however, to do so we must first go through an important distinction.
There are two kinds of measures used almost everywhere; quantitative, and qualitative. You are probably familiar with what they’re used for, but it’s important to take a closer look at how these work in your business.
We know that there are fundamental measures that every business must consider like conversion rates, expenses, return on advertisement, etc. – these are fundamental in keeping a business profitable and under control. We’re going to dig much more than that.
What about the way someone is feeling? yourself included. Are you sleeping well? Are there any inner conflicts in the business that are upsetting the work environment? How can you measure that? There are some things that numbers cannot span that must be taken into consideration as well.
That’s what a qualitative measure is for and believe me, there are situations where a qualitative measure can be as if not more powerful than a quantitative one.
Today’s podcast is about an experience of mine that clarifies the relevance of both knowing this distinction as well as working from different approaches. You’ll get to what’s motivating a client to work with you in any given situation. This is BIG.
There are some scenarios where finding out what the numbers are may not relevant because the client is worried about something completely different. You can’t just go and ask for their quantitative measures and expect that to work for every business’s situation, the same goes for qualitative measures.
So, take a listen to today’s episode and learn how these different measures will help you understand precisely what your clients are looking for and how to make use of them so you can properly work under any circumstances.
To DOUBLE your lead-to-sale CONVERSION with the leads you already have, go to http://JohnBlakeAudio.com for his exclusive, free, no-fluff, audio training and companion PDF guide.
Inside you’ll get word-for-word email follow-up templates, phone scripts, and more that you can put to use today.