John Smith
John Smith is your potential customer. The person you're marketing to.
Here is what you must understand about
John Smith and this applies to every single buying situation you can ever imagine. Even in the future when all our money is electronic and we pay for thoughts and dreams to be automatically fed into our heads, this will apply. These are the underlying foundations of the Adult B2B marketing system:
• Human nature dictates that
John Smith always wants to make the best decision; he wants the best deal
ALWAYS.
• In the face of little or confusing information,
John Smith will
ALWAYS decide using what he
DOES know.
Because of this,
John Smith has competing emotions in every buying situation. He desires a good deal, but tends to be frustrated because he has very little information. In the face of that lack of information,
John Smith will always be grasping for more, will inevitably be confused, and casting hopelessly about for something upon which to base his decision. Again, in the face of contradicting opinions,
John Smith will have a skeptical or cynical view of salesmen and will be hypersensitive to what the sales staff says and immediately catch any disparities.
John Smith will fall back upon what he knows, forcing every situation to be judged upon previous buying experiences. In addition, there will be a strong reliance upon whatever information
John Smith does have.
More tomorrow.
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About Your Customer John Smith - Adult B2B Marketing Tip
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