What kind of Solutions are you shopping for?

AMC Pacer OR Mercedes-Benz?

I've always wondered what it would be like to say, "My dad designed the Pacer." They were built in Kenosha, WI. My godmother's husband was a manager on the line for a year before he jumped over to GM. Maybe he saw the writing on the wall. (here's an article about the Pacer if you are not familiar)

Buyer behavior has changed dramatically since the pandemic hit.?

Ever since my research project on pricing psychology for my MBA, I've been fascinated with buyer behavior, and client journey...?

It all boils down to perception and trust.?

We trust Big Brands.

We perceive higher value and prestige.?

What is your reaction when you hear, "Mercedes-Benz"??

I hear a sophisticated announcer with a slight accent and I see a beautiful car winding around mountain corners with big vistas in a Super Bowl ad.

The Pacer was in production for 4 years. AMC is no longer in business.

My example is dramatic. The point is this, since the pandemic, we are willing to skimp on things that don't matter as much, to splurge and buy quality on the things that matter.??

Luxury spending is way up. I read about this trend in many different sectors.?

We want value. We want things that last. We want solutions that work AND, make us feel good about the investment.?

Have you observed this in your own buying habits?

A weekend "vacation" now and lower ticket quality leisure so you can take 2 weeks off to go to Hawaii in February.?

Eating out less and making your own coffee so you can invest in your business.?

We are looking for lasting solutions to our business challenges.?

Let's turn this inward and apply it to your offerings.

What is the "problem" you solve?

What are the outcomes your clients enjoy?

Do your market research now to find out if you don't know.?

Clearly communicate the value of working with you.

And think in terms of desired outcomes and lasting solutions.?

If "I don't have time," is what you hear a lot, dig deeper. We have time for the things we think are important. "I don't want to be a beginner, I don't like being 'wrong', I don't see the value," are more likely the reasons.?

We don't question the value of a Mercedes-Benz.?

We are either in the market for one, or not.?

If we are "shopping" - no one has communicated lasting value to us yet and we will continue to shop.

Figure out what your clients really want. Less stress, confidence, ease with something that is a huge pain in the a**, a sustainable pipeline...?

Why do they want it??

When you know the answers to those 2 questions and can clearly communicate how you provide that solution and make them look like the hero - You are a Mercedes-Benz.?

Memorable. Valuable. Referral Worthy.?

Be a Mercedes-Benz.??????

Angela

Let's have coffee!?

My latest podcast?on Center Stage for Spotlight Branding