Comments on: The Pregnant Question to Birth More Sales in a Down Economy

By: J.P. Micek

J.P. Micek — Thu, 18 Jun 2009 01:16:58 +0000

Good point Henry. That goes to the 2nd stage of the Tribal Seduction Action Trinity (Attract-Connect-Convert). If you haven’t connected well enough and built enough rapport and trust with the prospect, that is not a problem with them but rather with you. They’re still a MUST buyer.

If you are dealing with higher ticket items, you’re likely dealing with a more affluent target audience. The affluent buy based on trust, so you’re absolutely correct that it will take more work to “connect”… but affluent MUST buyers are the ideal Loyals to have at the top of your Tribe.

By: Henry gosling

Henry gosling — Wed, 17 Jun 2009 22:16:57 +0000

Must buyers, interesting approach.What about for high priced ticket items, some want it but are not sure if they believe all you are telling them although you have given them sll the informsation, free trials etc.They are right on the edge,but need a final push.It’s like, I must have but!
Henry

By: galebates

galebates — Wed, 17 Jun 2009 16:55:44 +0000

Thank you for a great positive post. Helping everyone realize you always have a market in any economy.

By: Jennifer

Jennifer — Wed, 17 Jun 2009 15:29:25 +0000

MUST buyers….huh!! I need to think about that one for a bit. I always thought of Interior Design and Home Decorating as a bit of a luxury. Not sure, are there MUST buyers out there for me too? You definitely got me thing!!
Jennifer

By: J.P. Micek

J.P. Micek — Wed, 17 Jun 2009 15:08:32 +0000

~ Carole – the “MUST” post-it… good idea

~ Danielle – great point re: creating MUST buyers. Eliciting pain is always a viable way to move people from should to must. (I think this point deserves it’s own post )

If your product or service is truly of value, it’s your responsibility to help remove barriers by any ethical means possible. Unfortunately sometimes people think uncomfortable and unethical are the same. Pain is the most powerful motivator

By: Danielle

Danielle — Wed, 17 Jun 2009 01:52:07 +0000

Very, very timely JP! I also think that the other point to remember is that it is our responsibility to provide value and gently nudge some of our client base into the realization that they are MUST buyers also.

I’m thinking of my niche (empowerment and peak performance strategies)…people cannot afford to not get clarification on what they truly want and how to get from where they are to where they want to go:-) They often have the mistaken idea that personal development is a luxury that they cannot afford, when it is more critical than ever!

Making the extra effort is a crucial point that you bring up also!

As always…thoughtful and insightful post!

Warmly,
Danielle

By: Paul Cooley

Paul Cooley — Tue, 16 Jun 2009 01:15:40 +0000

JP that was awesome! Great timing too! This week I have been hitting a “must buyer” area of a Niche I am in… Very good advice JP… Keep it up!

By: Karyn Clarke

Karyn Clarke — Tue, 16 Jun 2009 00:58:20 +0000

Awesome post JP … makes sense and makes marketing sensible and sensitive!

By: Carole

Carole — Mon, 15 Jun 2009 23:43:41 +0000

OK, that was a great ah-ha moment. I just wrote the word ‘MUST” on a post it note on my desk so it’s staring me in the face. Who are my must buyers? I’ll have to think about that for a while…

Thanks for the great tip