Psychology Of Customer Attraction

Psychology Of Customer Attraction

No one knows your business better than you but growth is governed by how well you understand and communicate with your customers. With a prevailing uncertainty over the economic climate, the problem is that all your competitors are desperately trying to communicate the same or better messages about what they can do.

The 'Psychology of Customer Attraction' is about:

• Attracting and retaining more customers to grow your business
• Simplifying the process of sales and marketing to develop profitability

Who Will Benefit From Influencing Customer Psychology

Whether you want to develop new business or protect and sustain existing client relationships, success hinges on how well you can understand and communicate with your customers. With our expertise we can give you the ability to:

What Is It ?

In a nutshell it is an advanced 'psycho-graphic' profile. Looking at what is true for customers in your business sector and, more specifically, what is true for your existing and / or target customers we can detect the underlying psychological aspects of their thinking and decision making strategies. We can then use these to construct commuication strategies that are much more precisely directed at your customer's interests and therefore much more influential.

The Workshop Process

The objective of the 'Psychology of Customer Attraction' workshop is to increase your influence with customers. To achieve this we focus on two outcomes:

1. Generating Your Customer Profile

We will guide and coach you through a simple process of generating a profile for one or more groups of customers.

You can work with as many groups of customers as you want so, for example, some of our clients have chosen to focus on:

• The customers they want more of - perhaps based on profiling their best five current customers.
• The difference between their best customers and their worst - to help them more precisely target their best.
• The profiles for customers buying a specific product or service - to help sell a specific service more effectively.
• The profiles of the target market for a new product or service - to optimise the launch.

The profile is created using questions, individual and group exercises which generates an understanding of what the different aspects of the profile means.

Each delegate will be issued with a laptop for the day. At the end of the morning you will be in a position to enter your findings into our software and generate printed reports for the profiles you have created. These reports detail the key psychological factors that influence your customer decision making and buying strategies - and how to influence them.

2. Using The Profile To Generate Real Customer Communications

Next we will use the profile reports, together with our 'Customer Influencing Guide' and a number of templates we will provide, to focus on a specific and real aspect of customer communication. For example some of our clients want to:

• Generate marketing copy for brochures, websites and leaflets
• Issue staff guidelines for better customer communication
• Introduce new products in a way that grabs the attention of the right customers
• Create professional presentations that deliver the optimal messages to customers
• Educate customers about your products or services, without offending them.
• Negotiate fees without your customer focusing exclusively on price.

In any event you will be supported in whicever aspect you choose to focus on. The objective is for you to leave the workshop with a practical hands on understanding of how to immediately implement 'The Psychology of Customer Attraction' in areas you would like to.

Post - Workshop Support

We have nearly seven years experience applying the tools used in this workshop to numerous different businesses in varied contexts. Our objective is to ensure that delegates gain maximum benefit so as a workshop participant you will receive the following post workshop support:

• Access to our private learning forum - where you can ask questions about your own applications.
• Reduced rates on business consultations and attendance at further workshops and training courses.

Real World Applications Of The Psychology Of Customer Attraction

The applications are scalable - they can be applied to just one aspect of your customer interactions, or alternatively to generating a cultural shift around all customer interaction.

We have developed a process that will improve any aspect of customer communication. Whether it's at the start of the process where you want to attract clients, or further down the line, when you're already working with them and want greater influence.

• Face to Face
• Telephone & Customer Service
• Hard Copy
• Electronic Communication

Face to Face

Face To Face

Meeting customers face to face is when you have most influence - but only if you understand what it is they most want and how to communicate effectively with them.

Push unconscious triggers that engage interest. Connect faster, develop trust and deeper rapport. Recognise how to educate customers without insulting them. Demonstrate greater customer awareness and credibility.

Telephone & Customer Service

Telephone and Customer Service

Communicating by telephone adds an extra dimension of complexity, it's essential to understand and be understood very quickly.

Ask relevant questions that make an impact. Demonstrate knowledge and credibility. Instantly overcome skepticism. Get faster and deeper rapport. Solve problems whilst protecting relationships.

Hard Copy

Hard Copy Material

• Marketing Literature
• Proposal Tender Documentation

Marketing Literature

Marketing Literature

The content of your marketing literature has to be relevant to what customers want if you want to win more business.

Show that you know what is most important to customers. Create meaningful product differentiation. Position your products above competitors. Create marketing literature that attracts customers you want.

Proposal Tender Documentation

Proposal and Tender Documentation

At the point of tendering for business it's time to demonstrate that you really understand what is most important to your customers and to deliver your messages in a way that you know will have the right impact and win you more business.

Address major concerns of customers. Demonstrate the most relevant benefits. Negotiate on value beyond price. Push the right buttons and close more business.

Electronic Communication

• Video
• Website
• Email

Video

Video Marketing Content

Customer decisions are evidence based and customers like their evidence provided in a variety of formats. INternet vide is an ideal format for showcasing the aspects of your product or service that customers are genuinelyinterested in.

Create compelling messages for web and production videos. Engage audiences in an interesting and informative way. Showcase products and services in new and different formats. Convert initial interest into action.

Website

Website Communication

In our current era web content has to be renewed at a prolific rate to avoid slipping out of sight, knowing the content your customers respond to enables you to effortlessly keep ahead of competitors.

Keep your news content fresh but relevant. Optimise interest with good structure and sequencing. Mechanisms to convert interest into contact. Get people coming back to your site.

Email

Email Communication

Email is one of the most difficult forms of communication with customers. can barely be considered communication unless you instantly capture the attention of your recipients. Delivered correctly you can grow your business

• Get instant attention
• Elicit meaningful responses
• Progress communication