Transforming Prospects from Information Seekers to Doers

Clarifying Buyer Motivation and Positioning Your Product or Service

There is a fine line between those who want "information", and those who are willing to do the work to achieve "transformation". This is especially true when it comes to buyers and their motivation. In order to position your product or service in such a way that the prospect is willing to take immediate action, you must first understand what motivates them. In this blog post, we will discuss buyer motivation and how to clarify it for your business!

What is buyer motivation? Simply put, it is the underlying reasons why someone would want to purchase your product or service. For example, a common motivator for many buyers is the desire to improve their current situation. They may be looking to improve their health, their financial situation, or any number of other areas in their life. Whatever the specific reason may be, understanding what motivates your buyers is essential for crafting an effective sales message.

Once you understand what motivates your buyers, you can begin to position your product or service as the solution to their problem. This is where clarifying buyer motivation becomes extremely important. You need to be able to clearly and concisely explain how your product or service will help them achieve their desired results. If you can do this, you will be well on your way to transforming prospects into buyers!

If you're not sure how to clarify buyer motivation for your business, don't worry - we can help. The questions below will aid you in clarifying whether a person is highly motivated to make an investment in themselves through you:

1. Who has the money to pay you?

2. What is the "urgent" problem that is creating lack, imitation, debt, anxiety, rage and frustration in the life of your prospective clients?

3. Is this a small problem or a complex problem?

4. Can this problem be solved quickly? If not, how long will it take?

5. Why do they want to solve the problem?

6. What does this problem look/feel like on an emotional, physical and financial level?

7. How is this problem affecting their relationship with family, friends, co-workers, employees, vendors, etc.?

8. How much is it costing the prospective client - in terms of time, money and resources - to stay stuck in the problem?

9. If they do not solve the problem, how will it affect their business in 30, 90, 180 days?

10. What is the client's buying timeline? Now? 30 days? 90 days? 12 months? 24 months? 36 months?

11. What is your process to determine buyer motivation, qualify prospects and handle objections?

12. What does your solution need to look like in order to attract this person? (audio product, video product, group coaching, individual coaching, live events, webinar trainings, books, etc.

13. If you could get in front of this person today and they were already "sold" on working with you, what would that conversation look like?"

14. Which figure is the client willing to pay you to help them solve their problem?

• $1,000

• $2,500

• $5,000

• $10,000+

• $25,000+

• $50,000+

• $100,000+

• $250,000+

• $500,000+

• $750,000+

The aforementioned questions are designed to support you in crafting your sales message. It is imperative that your sales message is targeted towards their specific needs. Generic messages that don't address the buyer's specific pain points are unlikely to be effective. Instead, take the time to personalize your message and really speak to their unique situation. If you can do this, you'll be much more likely to close the sale and grow your business!

We hope that this blog post has helped you to understand buyer motivation and how to clarify it for your business. If you have any questions, please don't hesitate to reach out to us. We would be more than happy to help you craft an effective sales message that will help you close more deals and grow your business! Thanks for reading!