Why do people buy?

How can we move someone, who doesn’t know that we exist, to a happy repeat customer?

I want to show you a model of the PSYCHOLOGICAL NEEDS that any customer has, before they want to buy from you.

It’ll show you how and why people move from newly introduced, to repeat buyer.

In the 80’s and 90’s, sales people lived by the mantra-

“It’s a numbers game.  If you approach 100 people, 1 will buy.”

What an enormous waste of time.  This process below, is the step by step mental path that ALL customers need to go through before they buy.

It isn’t a sales system, it isn’t SPIN selling, it isn’t a buying pipeline.  It is literally the items that the human brain needs to check off before they are willing to buy.

Amazon, eBay, John Lewis, Cadburys, Starbucks, McDonalds and HUNDREDS of other businesses use this model to move their customers.

The idea is to take someone from ‘not knowing that you exist’ to ‘repeat buyer and referrals’.

Watch the video below, commit this model to memory.  Make your life easier by understanding what your customers want to tell you.

The model

Below is the step by step guide.  Our job as businesses is to RESPOND to each one of these stages for the customer.  Our job is to RESPOND to each stage with a relevant answer and give them what they need.

If they want to FIND us, then the need to be given something to find.

The SYS Free Marketing Plan covers each one of these stages and explains how to use them. Download it right here.

become a customer model op

How people become a customer

Mike Killen

Mike is the world's #1 sales coach for marketing funnel builders. He helps funnel builders sell marketing funnels to their customers. He is the author of From Single To Scale; How single-person, small and micro-businesses can scale their business to profit. You can find him on Twitter @mike_killen.