Why Would Your Customer Stop Buying From You?

On Sunday I decided, that for a change, we would try a different local for lunch. I wanted to try a pub that was somewhat off the beaten track; one that had caught my eye whilst I had been cutting cross-country in the back lanes here in sunny Suffolk.

It was such a simple decision to take and yet in the context of business can open up a whole series of questions and thoughts upon brand management and delivery of service as to why a Customer may suddenly stop buying from you.

What was it that had buried itself sufficiently into my sub consciousness that caused my buying behavior to consider change? not only that, but it was interesting to note that the strength of the existing “brand” was insufficient to hold me.

I accept that a Sunday pub lunch is perhaps more whimsical than a new ERP or Accounts software purchase but the fundamentals still apply.

Take a moment to reflect upon your own businesses offering – how do you measure up on the AIDA sales tool? How robust is your offering to competitor switching and how strong is your value proposition?

There are a couple of pointers to my own buying behavior from my opening sentences – “for a change” and “caught my eye”

What would catch my eye in your business and what would it take to keep me?

 
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About Michael Carr

Specialising in Strategy, Systems and Organisational Design I've had a varied and rewarding career and been fortunate to work for some superb companies such as Courtaulds, Unipart International, Akzo Nobel and more recently Jaguar Landrover, all luminaries of a solid, disciplined and a conservative, though never lacking in innovation, approach to business management and development. Augmenting my career with studying for my MBA at Warwick in the early 90's has given me a balanced and I believe rich resource set to draw upon in my Consultancy Practice. My Clients have been good to me, tolerating my idiosyncrasies, giving me enough rope to go along the journey that I was taking them and hopefully in return I've been able to repay them by raising the bar and their business performance, giving them the results and achievements they were looking for. I really enjoy my work and love the challenge - isn't that what it's all about?
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One Response to Why Would Your Customer Stop Buying From You?

  1. Peter Sidhu says:

    Interesting! It made me think of comment I saw recently
    “People may not remember what you did or what you said but they will always remember how you made them feel”
    If your pub no longer made you feel good then you are going to go somewhere that does.

    Peter

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