BRX Pro Tip: Ideal Client Purchase History
Stone Payton: [00:00:01] And we are back with Business RadioX Pro Tips. Lee Kantor and Stone Payton here with you this afternoon. Lee, what are your thoughts, do you think it’s important to find out what a prospect’s previous purchase pattern is like if they’ve bought things, services, products like yours before? Is that important knowledge to have?
Lee Kantor: [00:00:22] I think it is. I think that if given the choice between having somebody who has never purchased anything like your service versus somebody who’s purchased something like your service in the past, it’s better to have them have some history with whatever it is the service you’re providing is. You don’t have as much time and energy spent on educating somebody on the value of what it is you’re delivering.
Lee Kantor: [00:00:53] Once they already believe that that service can solve their problem, now, it’s a matter of choosing which is the right fit for them. And now, you can spend more time on understanding what they liked and didn’t like from the previous supplier and how you’re different from previous suppliers. You don’t have to educate them or persuade them that your methodology or the thing you’re doing isn’t worth doing. They’ve already believed that because they’ve already invested time and resources in that. Now, it’s just differentiating yourself from the other person that they were doing work with.
Lee Kantor: [00:01:30] So, that, to me, is a lot easier to sell rather than going from square one where you’ve got to educate them on, “Oh yeah, our thing works,” and you’ve got to explain why it works and all that stuff rather than just saying, “You’ve already bought this once. Here’s how we’re different. Here’s how we really use this platform and this to leverage your strengths and to help you get the outcome you desire.” So, I think that it just saves some time, it save some energy, and you have a semi-educated prospect who, now, is just kind of choosing service providers that are the best fit. And then, you can really, now, hone in on seeing if you are the best fit.
