…And How Purpose Determines Your Customers’ Buying Decisions
If you’ve noticed that you’re having to work harder and harder, give more and more away for free, to make a sale; or that your sales are down, stagnating even stuck, then you’ve landed on the right page today, because I’m going to show you why that might be, and the very first thing you need to do to turn it all around.
Specifically I’ll show you why having certainty of purpose has become critical to your sales growth, particularly in the pivotal year of 2017, plus what to do to begin to infuse the magnetic sales power of purpose into your business.
You’ve probably noticed the market has dramatically changed and become more globally competitive? That trend has been happening since the advent of businesses using “Internet Marketing” to promote their products and sales.
Big Changes In The Market Are Already Here
That competition is now exploding as we speak because 2017 marks the transition from a baby boomer focused market to a Millennial focused market as Millennials and Gen Y come fully into their prime spending years, and baby boomers begin to retire.
Millennials are the largest generation in our history who have grown up in a global economy, think more about social justice and equity than any other generation, and therefore will affect market forces far greater than the baby boomers.
Millennials have dramatically different values, so they will dramatically change the market.
Are You Losing Clients & Customers Because You’re Not Set Up Right?
The global market is becoming increasingly multi-cultural. People don’t have to buy either their products or services from their local market or even websites within their own country. They can pretty much purchase from anywhere in the world.
I notice these big shifts in my business in the past few years, as I use to have clients from New Zealand, Australia, The United States and Europe. Now have clients from the Sudan, South Africa, Hong Kong and India. They’re not choosing to work with a local mentor, they’re choosing a global mentor.
Your prospective clients and customers might be choosing global service and product providers too. This all means so much more competition; and a huge variety of cultures and values in the market place.
The Simple Focal Point That Will Turn Things Around For You
“But one value that is increasingly bringing us all together as one, making things very simply for us in our marketing messaging, is the value of purpose beyond making money.”
The idea that we all have a higher purpose to the work we do, rather than going out to make money, has reached critical mass. Our Higher Purpose is where we make the biggest difference, impact the most people, inspire trust and a sense of belonging and connection with prospective clients. When you infuse your Higher Purpose into your business model and messaging you have no competition, only a niche you were born to serve and prosper in, and a whole bunch of people who can be positively impacted by the product or service you offer.
Consumers have been, for some time now, increasingly making buying decisions based on the purpose and the social good footprint of the company they’re buying from. If you can buy milk from a company that is organic, has a reduced carbon footprint, and has a social give-back policy, consumers are increasingly more likely to buy from that company. The industrial mercenary money-making model has gone. That’s why people who are still building their businesses based on this model are struggling, and finding their products and services more and more undesirable.
Building Likability & Trust Through Purpose
The Edelman Trust Barometer, 2013, showed how purpose had increased as a purchasing decision between 2008 – 2013 by 26%. In their 2016 Barometer report of a global general population, purpose has become even more important. A whopping 50% of the population surveyed cited they don’t trust a company that has no “Contribution To The Greater Good”. That’s half the world’s adult population!
45% cited they trusted a company because they contributed to the “Greater Good.” 40% trusted companies that allowed them (the consumer) to feel like a productive member of society. These are huge statistics and should provoke deep thought into how you will position yourself in a global market that is demanding purposeful greater good values.
The baby boomer value system of convenience and progress no matter what the cost to social justice, the environment or social equity has gone folks.
It hasn’t only retired.
You all know that someone has to know, like and trust you before you’ll make a sale right? So your purpose and your social good message contribution to the greater good need to be part of your business structure; your business plan and strategy; your messaging and marketing; your social and/or environmental impact; your offers; and your brand in order to build that trust, become more likeable, and make more sales!
If you want to increase your sales in this new social values economy you need to increase your trust factor by knowing and communicating your personal purpose and life mission within your business structure and messaging.
Purpose is no longer a hippie pursuit. It’s as critical to making sales as generating and closing leads is. In fact, purpose will determine more and more whether you will generate leads and close them, over your global competition.
Business For Good
If you don’t want to get lost in all of that change and global competition, then it is imperative that you find your unique place at this Universal Picnic Table of Life – ie: Your Purpose for being here and being in business at the level of the greater good your business provides. This is called Social Business or Social Entrepreneurship which is outperforming and outgrowing traditional business models and entrepreneurship by as much at 30%, according to a Manchester University study a few years ago.
Knowing your purpose and how to integrate that in your business should be a top priority if you’re wanting to increase your sales. There is detail contained within your purpose that can not only give you certainty of direction, but it can turn things around for you in as little as 3 weeks. Like my client Lisa. She integrates certain elements of her purpose and life’s mission into her business and within 3 weeks it catapults her to Online Internet Guru status being recognized by Google. Or Katea who increased her sales by 200% within 6 weeks.
Rather than focus on form of what you’re doing, focus on foundation of what you’re here to do – first.
Taking The Plunge, Making The Decision
So you have a decision to make. In your efforts to build likability and trust for prospective clients and customers.
1 – Will you continue to follow a mercenary sales model and hope you don’t become a dinosaur or buggy whip maker?
2 – Or do you take time now to clarify your purpose, how you’re here to make the biggest difference, and how do you integrate that into your business so your company trust factor goes up, and therefore your sales?
Here’s the big pay off to having a Social Business based on your life’s purpose and mission –
- You’ll not only make more money in this emerging millennial driven economy;
- You’ll feel better about yourself; have a greater sense of satisfaction;
- Because you’re connected to something bigger and exciting than business and you’re making a bigger contribution to what will be known in history as the biggest social change movement of modern times.