Episode 096 - Understanding Buyer Motivation Part 2

Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your
Enquiry-to-Sale Conversion with The Lead Flow You Already Have.



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.