When you’re making offers to work with companies and organisations on their employee wellbeing, it’s easy to miss the real reasons why people buy.Â
And they’re the same reasons people buy anything, from anyone.Â
There are only three things which motivate buying decisions, and we can call them sales levers. The harder you pull on them and the more of each you build into your offers, the more you’re going to create engagement, revenue and impact.
- Velocity – does this get the buyer what she wants faster?
- Friction – does this remove complexity or annoyance for the buyer?
- Status – does this make them look better in the eyes of their peers/bosses?
Think of them like aircraft thrust levers, where the more you pull them, the more noise, excitement and acceleration you get.
How much more can you pull your levers?
Love you lots
Jonny
PS: I’ve been creating a short white-paper on identifying buyer priorities to make corporate sales more natural. Â
Reply to this email with “Levers” and you can have a copy with my compliments.