Connecting linkedin

Why clients purchase

over 3 years ago by Neil Pickstone

W1siziisijiwmtqvmtavmtyvmtgvmtevndkvodyvzmvhcl9vzl9jag5hz2uuanbnil0swyjwiiwidgh1bwiilciymjawedywmfx1mdazyyjdlfsiccisim9wdgltaxplil1d

I was reading an interesting article by a Canadian Justin Jackson http://justinjackson.ca/hidden/?utm_campaign=saas-weekly-email6&utm_medium=email&utm_source=saas-weekly he was looking at reasearch about why people buy Coffee or more importantly how they make a purchasing decision.

“When we have a job to do, we find something that we can buy or hire to get the job done. Understanding the cause of purchase, really improves the chance of success.” Clayton Christensen, Harvard Researcher

When trying to understand why a client places a role with your company it's good to understand why they are using you, what is it that you are doing for them, what are the buying pressures.

'The only two people who can give you real feedback about your product are people who just purchased it and people who have just cancelled.”Jason Fried

The research showed that their were four forces at work when making a buying decision, those forces are split into two: -

Those that hold you back

1. Allegiance to current supplier
2.Anxiety about change


Those that push you forward

3. Need for change
4. Attraction to new

If during the sales process you can address each of those forces, then you will be a step closer to making that sale.

With the Volcanic those forces can be: -

  1. That you've known and trusted that designer and he's never let you down
  2. That you don't know what we are like and there is a fear we might not help
  3. But you need to change as the website doesn't earn you money, attract clients or candidates, or isn't mobile
  4. However our functionality and value is world leading and never goes out of date.

 

We here at Volcanic cannot say that we are better than your current provider as we have never experienced that but we can, with certainity say, there's nothing to fear only value to gain.

 

ABOUT 1 MONTH AGO BY NEIL PICKSTONE

W1siziisijiwmtgvmdqvmtkvmdkvmzmvmdgvntg3l1zpzgvvigludgvydmlld2luzybibg9nlmpwzyjdlfsiccisinrodw1iiiwindawedmwmfx1mdazyyjdlfsiccisim9wdgltaxplil1d

In recruitment we’ve seen rapid growth in the use of video interviewing Rather than focusing on the legal perspective, we’ve all been more interested in the evolving use of technology and how it acts as a business enabler, making the process of re...

READ MORE

ABOUT 1 MONTH AGO BY NEIL PICKSTONE

W1siziisijiwmtgvmdqvmduvmtavntuvmzcvnjyyl1zhcm5pc2ggymxvzy5qcgcixsxbinailcj0ahvtyiisijqwmhgzmdbcdtawm2mixsxbinailcjvchrpbwl6zsjdxq

We get asked a lot of questions about Varnish and this blog sets out to explain what it is, why we use it and the benefits for recruitment websites. At Volcanic, we use Varnish to cache our servers to make sure all our websites continue to appear ...

READ MORE

4 MONTHS AGO BY NEIL PICKSTONE

W1siziisijiwmtgvmdevmtuvmtcvmzevndkvndyyl0dsb2jhbcblehbhbnnpb24gaw1hz2uuanbnil0swyjwiiwidgh1bwiilci0mdb4mzawxhuwmdnjil0swyjwiiwib3b0aw1pemuixv0

At Volcanic, our commercial success lies in the fact that we have a clear proposition with a truly global outlook In this second in our blog series on international growth, we look at how to approach starting a global expansion programme. At Volca...

READ MORE

5 MONTHS AGO BY NEIL PICKSTONE

W1siziisijiwmtgvmdevmtevmtcvmzavmdmvntavqml6igdyb3d0acbza3lzy3jhcgvycy5qcgcixsxbinailcj0ahvtyiisijqwmhgzmdbcdtawm2mixsxbinailcjvchrpbwl6zsjdxq

Exporting your successful business model overseas is a powerful way to boost rapid business growth Key to success in international expansion is speed to market enabled by technology. In this first in our blog series on global growth, we look at ho...

READ MORE