#34 in Marketing & sales books
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Reddit mentions of The Brain Audit: Why Customers Buy (And Why They Don't)
Sentiment score: 3
Reddit mentions: 3
We found 3 Reddit mentions of The Brain Audit: Why Customers Buy (And Why They Don't). Here are the top ones.
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| Release date | April 2009 |
Hi.
Well. Its difficult to say you are not giving any details :)
Who are you sending your emails to? How did you get those emails? What are you writing on those emails? Are you making an offer right there? Also. What type of web projects do you do? Pricey ones (long term projects)? Cheap ones (quick-turn around ones)? Do you have a well defined idea of what your customer would be?
Selling is hard, you need to perfectly understand your customers, why they buy and also why they don't buy. I recommend you this book:
https://www.amazon.com/Brain-Audit-Customers-They-Dont-ebook/dp/B00COQFUNU
Also look for your competition. Try to identify the ones that you really would like to become and try to figure out what they do, how do they reach their customers, how is their sales process.
In software, specially long-term engagement projects, sales are a process. You need to obtain leads, then nurture your leads, gain their trust, and eventually you'll get a sale from them.
Hope this helps!
Cheers
I was in a hurry when I wrote this. There is book called The Brain Audit that explains better how to position yourself from the psychology of what a person does when they want to buy something.
I really do sincerely want you to succeed. Seeing anyone going out there like this is ballsy. Feel free to hit me up with any questions you have. I'll try to answer them. Also, I'm not a marketing guy, I'm just fascinated by this stuff.
First of all, what makes you think I am not from a developing nation?
Let's please get past this third world bullshit. You can do better.
Secondly, implicit in your question is the idea that customers want cheaper work, not better work.
This is simply not true.
If you make the conversation about price then people will almost always look for a cheaper option.
But sometimes people want to work with people who are more pleasant, and will happily pay more.
Maybe clarity of communication is what they are after, and they will pay more for someone who speaks english as their first language, someone who instantly understands what they are after.
A lot of the time clients want quality, and they know they will have to pay for it.
My point is that there are lots of ways to compete, and price is usually the lowest common denominator. So there are so many different kinds of better, and there's probably a market for most of them. As a freelancer your time is scarcest commodity in the equation, you only need a hand full of well-paying clients who want your version of better to sustain a business.
If you are used to competing on price then maybe its time to look at what you do best and start competing on that instead. Speak to your last 5 clients and ask them what they loved about working with you and what they thought you could improve on. That's always a good place to start work on how to differentiate yourself.
Sean D'Souza also has some excellent writing and thoughts about developing your uniqueness in his book The Brain Audit and on his blog. Definitely worth checking out if this is something you want to explore further.