What Will Motivate Buyers to Do Business With You?

Top Secrets of Marketing & Sales

When you're able to deliver what you say you're going to deliver, that will start to motivate buyers to want to do business with you. And particularly for repeat orders. Because the first time they're buying from you, they don't really know exactly what you can do. They're basing it on what you're telling them, the conversations you're having. But then after they have that first experience with you, and they know what you're like, and they've liked that experience, then they are going to be motivated to buy again. Because at that point, they know those things. And it's not just based on what you're saying. David: Hello and welcome back. In today's episode, co host Jay McFarland and I will be discussing what motivates buyers. Welcome back, Jay. Jay: Yeah. Hey, it's good to be here, David. I kind of think, why would you need to know or have a discussion about what motivates buyers? I think it's because we assume everybody's like us. And that assumption, can be completely wrongheaded, right? David: Yeah. I know Tony Robbins, in some of his material, talked about the fact that he's not motivational. His goal isn't to motivate people. And I thought that was a really interesting takeaway because you look at somebody like Tony Robbins and you're like, well, that's what he does. He's motivational. He motivates people. But his goal is to educate people and to encourage people and nurture them and provide services that are going to help them in their lives. Like the rest of us, most of us in business, that's what we're supposed to do. We're supposed to provide products and services that help our customers. So when we talk about motivating a customer, there are a couple of different aspects to it, because one aspect of it is motivating them to buy, right? Once they have all the information, sometimes it's difficult to get people off the fence. So there's that aspect of motivation, but even in the earlier stages, what will motivate a customer to want to even have a conversation with you? What will motivate a customer to even go to your website to investigate what you have to offer? So my feeling is that motivation, at lots of different levels, is pretty much critical in business and in sales. Jay: Yeah, I agree. And also a recognition that people are different, right? I remember walking into one of my program director's offices and he had a cardboard cutout and it was divided up and all the things that he felt the listeners wanted and I looked at it and this was not based on research. This was just, you know, what he felt. And I looked at it and I'm like, I don't think that's accurate at all. It's nice that you have this cardboard cutout, but I think you need to put a little bit more thought into it. David: Yeah, that's a great point. And a lot of us go into every situation with our own preconceived notions about situations. And so it's the same thing in sales. If we think that a customer is looking for X, Y, and Z, then that's all we're going to be talking about. But that's why I think the whole consultative aspect of selling is so important. Asking questions, diagnosing, finding out what the actual need is. And when it comes to motivation, you're going to be a lot more likely to motivate people based on what they want than what you think they want. Jay: Yeah, I think about people who create the product from the product side instead of from the customer side, right? And we just assume I like it, right? See it on Shark Tank all the time, right? These people are just so invested and they mortgage their homes and they do all these things and they don't have any sales, but they're just so convinced that this product is going to be something that everyone will love and they're shocked to find out that nobody does. David: Yeah. It's like the old adage, when all you have is a hammer, everything looks like a nail. He was like, look at this. This is the greatest thing in the world. Like,