The Great Wheel of Relationships

©2008-2021 A. Chiodo

The Great Wheel of Relationships!

The Great Wheel of Relationships displays how marketing actually works – the process an organization needs to follow to successfully establish and maintain a RELATIONSHIP that will turn prospects into long-term customers.

Buying Decisions

Basically, “the decision to buy” is based on two things:

  • EMOTIONAL – People are inclined to buy based on emotion – they WANT what you offer.
  • RATIONAL – Before they act on the inclination, they want evidence – in the form of benefits to THEM – that will justify their decision to become a customer and do business with you.

The Process:

  1. TRUST – Generate enough reasons for prospects to CONSIDER buying from you. We recommend using a Value Positioning Statement – a memorable phrase that draws attention and makes prospects want to learn more.
  2. GET IT – Explain clearly what you are offering in a SIMPLE that makes sense to them.
  3. VALUE – Demonstrate the BENEFITS that you will provide, including YOUR own involvement.
  4. WAY COOL – Close the deal with absolute conviction – it is the WAY COOL that establishes and maintains a real working relationship.

© 2008-2021 A. Chiodo

 

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