|INFORMATION DESIRED at the Wolves Summit in Warsaw|
|Get to know INFORMATION DESIRED in 7 minutes|
No, it’s not because they’re stupid, although you might feel that way sometimes. The problem is that the situation between you and them is strange. That's why your customers sometimes ask unintelligent questions or don't know what to ask about at all. That’s why they make poor choices or break off contact in strange ways. That’s why every conversation begins with: “how much does it cost?” instead of “can you do this or that for me?”.
Business owner, you have certainly had to deal with customers who don’t respond to e-mails, ask strange questions, use irrational arguments or make even more irrational decisions on many occasions. You have, right?
That “this guy is kind of strange”? Maybe that he’s stupid? That's a mistake! Your customers are much smarter than you think they are. Are you wondering why they don't want to use a premium service that costs just 2 bucks more when they would get much more in return than in the basic service? You think that's not rational? The problem is that your customer is probably not convinced whether they need your services at all and since that is the case, they want to minimize costs.
Are you wondering why customers come in and ask unintelligent questions? Questions that have nothing to do with anything? How is the poor guy supposed to know what to ask about since he never needed services like this before? You’re the one who’s unintelligent if you expect that from your customers.
The effect is that your customer is hovering around you trying to understand what he should ask about whether your services are just what he needs and why he should order them from you. He’s hovering about and you want to do something about it, so you ask: “how can I help you, sir/madam?”. And we’ve got a disaster on our hands. Because the customer usually either responds: “thanks, I’m just looking around” and runs away spooked or asks the final question: “how much does it cost?”. Meanwhile, for both sides to be happy, you should talk about the price at the end instead of starting off contact with it.
Is it my fault that timid customers come to me? – you may ask. Partially, yes. If you had made sure to educate them before they come to you with questions, their behavior would suddenly become understandable and rational. They would know what they want and what they need. They would know what to ask about, how to check your advantages over the competition. And above all, they would start the conversation with the scope of the service, the specifics and only ask about the price at the end.
That’s exactly what INFORMATION DESIRED does – prepares information for your company’s potential customers so that they are educated and behave rationally when they come to you. Because in spite of what you think, you actually do have influence over what kind of customers come to you. You do or rather you can have it and a lot of it too. You can ensure that they are determined to enter into a transaction with you before they even come to you. Try it out and you will see that customers are a part of your business over which you can have influence.