5 Motive per te cilat njerzit blejne
5 Motive perse njerzit vendosin te Blejne!
nga Elsa Doka
Cilat jane 5 arsyet kryesore perse njerzit blejne sherbime apo produkte? Do te flas ne kete artikull te shkurter, rehatohu dhe lexo.
[youtube https://www.youtube.com/watch?v=mme_KEdR5IY&w=560&h=315]
Pikesepari duhet te identifikosh klientin tuaj ideal. Jasht konceptit te Buyer Persona, nje klient potencial duhet te kete keto 4 karakteristika:
Cili eshte client yt ideal!
- Ai qe deshiron produktin tend
- Ai I cili ka nevojen ta kete
- Di si ta perdori
- Mund t ja lejoje vetes per ta blere
Mos bej gabimin te provosh te shesesh peroduktin tend nese nuk kane keto 4 karakteristika, ndryshe do humbesh kohe dhe para. Ajo cfare mund te besh eshte te krijosh nje sistem komunikimi e cila mund te punoje mbi krijimin e vleres se perceptuar per te permisuar piken 1 dhe 3.
1. Problemi
Ky person ka nje problem i cili produkti apo sherbimi juaj mund t’ja zgjidhe. Klientet nuk blejne produkte por zgjidhjen e problemeve te tyre.
Cili eshte problemi per te cilen klienti yt potencial do te blindte produktin apo sherbimin tuaj? Percaktoje me shume kujdes. Sugjerimi eshte: shkruaje ne nje leter. Motivi eshte se ne mendje cdo gje e kemi te qarte, por njehere qe mundohemi ta percaktojme duke e shkruar me fjale kuptojme se keto ide realisht nuk ishin dhe kaq te qarta dhe lineare. Une e bej gjithmone, beje edhe ti.
2. Nevoja
Klienti yt potecial ka nje nevoje te cilen produkti apo sherbimi juaj mund t ja zgjidhe. Nuk duhet te gjesh klient te cilet duhet ti bindesh te kene nevoje per cka i shisni. Duhet te gjesh klient te cilet kane nevoje per ate cka ju shisni, por qe skane vendosur ende ta blejne.
Cfare nevoje produkti apo sherbimi juaj ploteson deshrine e klientit per te cilen ai eshte I gatshem te paguaj? Edhe ketu, shkruaj me perpikemeri. Pak rrjeshta, por te qarta.
3.Obiektivi
Shpesh njerzit blejne dicka sepse duan te arrijne nje obiektiv apo e thene me mire fale nje produkti apo sherbimi mund te arrijne me shpejt apo me thjesht nje obiektiv.
Njerzit nuk blejne produkte apo sherbime, por blejne menyre se si mund te arrijne obiektivat e tyre.
Cili eshte obiektivi I klientit tuaj? Dhe pse duke blere produktin apo sherbimin tuaj mund ta arrijne me thjesht kete obiektive? Duhet te jesh shume I qarte tek obiektivat qe klientet tuaj mund te arrijne dhe se si produkti apo sherbimi juaj mund ta ndihmojne.
3. Permisimi I jeteses
Klientet blejne nje permisim I cili mund te influencoj pozitivisht ne jeten e tij.
Ne cilen menyre produkti apo sherbimi juaj do ti permisonte jeten klientit tuaj potencial? Sa i larte eshte ky permisim? Sa me i larte te jete permisimi me e lehte behet procesi i shitjes dhe me i larte behet edhe cmimi qe ju kerkoni
Analizo me kujdes pikat e dobeta dhe pikat pozitive. Sa dhe ne cilen menyre produkti apo sherbimi yt funksionon me mire krahasuar me ate te konkurenteve tuaj?
Mendo se disa persona blejne nje produkt vetem qe ky produkt te bej punen ne vend te tyre ne momente te caktuara te jetes se tyre. Pershembull, nje robot qe merr pluhrat, ai qe rrotullohet neper shtepi po fshin dhe lan shtepine ne vendin tend ndersa ti je duke pare tv apo ben dicka tjeter.
Cfare pune do te bente mire produkltu juaj sa te sjelli klientin tuaj potencial ta posedoj ate? Ne cilen menyre di ishte ne ndihme? Cfare do te perfitonte klienti juaj? Sa mire do ta bente punen e tij ky produkt? Ne sa kohe? Shkruaj, shkruaj mire ne nje flete te gjitha keto perpara se te flisni per produktet tuaja.
4. Elimino,lehteso mundimin
Personat blejne produkte dhe sherbime edhe per te eliminuar apo lehtesuar nje fare mundimi i cila mund te jete fizike, emocionuese apo financiare.
Cfare lloje mundimi lehteson apo eliminon produkti apo sherbimi juaj? Eshte nje rezultat qe zgjat me kohen apo eshte dicka qe mund te perseritet disa here? E ben ne menyre te thjeshte? Eshte nje zgjidhje e shpejte? Sa e lehte eshte?
Celsi per te pasur sukses eshte te shpenzojme me shume kohe dhe burime me ata persona qe duan dhe kane nevoje te menjehershem te produktit apo sherbimit tuaj. Ne te njejten kohe keto njerez duhet te jene te gatshem dhe te afte per te paguar shifren qe ju kerkoni.
Cili jane te mirat qe nje person merr mbasi blen sherbimin apo produktin tuaj? Mendo mire se i njejti produkt apo sherbim mund te analizohet dhe propozohet nga shume pikepamje te ndryshme, prandaj pyet:
ne cilen menyre produkti apo sherbimi im
- Eliminon nje problem
- Ploteson nje domesdoshmeri
- Lejon te arrij nje obiektiv
- Permison jeten e klientit tuaj potecial
- Lehteson apo eliminon nje lloj mundimi (fizike, emotive, financiare)
Te reflektosh ne keto 5 pika do te lejoje patjeter te krijosh nje komunikim me precise dhe efikace.
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