Own Your Business How to Trigger Buyer Desires
Nov 18, 2024
This discussion dives into the challenges couples face in decision-making, influenced by busy lives and economic concerns. It emphasizes the importance of creating buyer desire through clear messaging and reducing friction in sales. The hosts explore buyer psychology, highlighting empathy's role in sales dynamics and addressing the emotional and social needs of wedding clients. They analyze declining conversion rates in the industry post-pandemic and stress the necessity of identifying your ideal client for effective marketing strategies.
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Focus on Purchase Intent
- Many wedding couples are slower to decide due to busy lives, multiple decision-makers, and economic concerns.
- While these can't be controlled, business owners can influence purchase intent by creating desire and reducing buying friction.
Empathy Is Sales Foundation
- Sales fundamentally requires understanding clients' problems, wants, and desires before offering solutions.
- Empathy is a critical first step to solve client challenges effectively.
Three Layers of Client Needs
- Client needs have layers: functional, emotional, and social.
- For example, wedding photos serve practical purposes, ease anxiety, and create lasting legacies.