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Provide a Taste Test

There can be many reasons why people don’t buy. But probably the biggest is that they don’t have confidence that a business will deliver. That the service will be as promised, or the product will actually work.

When people make a purchase decision, they take a decision to change their life in some way. They have actually survived their whole life without buying from you, and now you are asking them to change.

They may already have another supplier of your products and services, which while they may not be fantastic, they do the job. Or they have lived up to now, with the problem you want to fix. So if they buy from you, they will have to change.

And if what you offer is in anyway novel, or a non-commodity service, there is definitely risk. It may just be that they have not used this type of service before and so have no idea how it would work for them. So you have to make it easy for them. Give them a taste test.

When you see a new food product being launched, that is exactly what they do- offer people a taste test.

Find a way that you can give potential new customers a sample of your service. For some providers of complex services, this might appear difficult. But often information about fixing their problem (rather than just about you), or a preliminary evaluation (such as Empower Business Solutions Complimentary Business Evaluation) will work.

May Your Business Be – As You Plan It.

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Dr Greg Chapman – The Profit Whisperer

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 by Helen Chapman

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