Special offer

Why People Stop Buying

By
Services for Real Estate Pros with Pam Ivey International

There is a section a book published in the early 90's called Power Direct Marketing: How To Make It Work For You by "Rocket" Ray Jutkins that has rung true and stuck with me through the years. I thought you might find it interesting and give you some food for thought.

People stop buying from people for five primary reasons:

  1. 4% aren't there anymore. They move, get promoted, quit, transfer, die. They are no loner in a position to make a buying decision. There is little you can do about this.
  2. 5% change to another supplier on the recommendation of a friend or business associate. The brother-in-law sydrome. (Stay in touch here. Many times you'll get back in - sometimes even quickly.)
  3. 9% change to the competition because there is a true, competitive advantage, an honest benefit offered over your product or service. You can sell against this, but only for so long.
  4. 14% change because they are unhappy with the results of the service or product you are providing. They are dissatisfied and want to try something new. And,
  5. 68% change because of lack of caring expressed by some one person inside your company! Little or no contact, indifference, missed dates, budgets off target, a lack of caring expressed by sales, service, shipping accounting, management - someone or anyone.
Posted by

About: Pam Ivey International helps small business owners enhance their brand image, influence buyers, and generate revenue through comprehensive online marketing coaching and training programs. In real estate, we train and certify support professionals to become superior real estate assistants. We also publish Online Marketing Magazine – cutting-edge content for business owners and those who support them in marketing.

 

PAM IVEY INTERNATIONAL | www.PamIvey.com
Professional Real Estate Assistant Certification Program 
Online Marketing Success Magazine

Comments (0)