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Felicitari, m-ai facut sa cumpar de la tine

Tags: incredere, brand, client, criteriul credibilitatii, pertinenta, promisiuni, atasament

Asta e visul pe care ni-l implinim: oamenii cumpara de la noi. Iar mijloacele prin care ii facem sa cumpere produsele sau serviciile noastre nu trebuie sa fie mistere de nedezlegat si nici nu trebuie sa ne gandim ca altii pot citi in stele si ca datorita acestui lucru au mai multi clienti decat noi.

O sa cumpar de la tine daca o sa am incredere in tine. Daca ai reusit, in timp, sa imi creezi impresia ca produsele tale sunt mai de calitate si ca doar cumparand de la tine o sa imi fie, cumva, mai bine. Rezultatele vor fi mai bune, iar eu voi fi sigur un client multumit.

Altfel spus, mi-ai castigat increderea. Asa ca, felicitari, m-ai facut sa cumpar de la tine. Pentru cei care aud pentru prima data de tine, cea dintai impresie trebuie sa fie la fel de impecabila: desi  te intalnesc pentru prima oara, imi prezinti incredere, ma faci sa ma simt bine in compania ta si ma bucur de o conversatie excelenta impreuna cu tine.

Se poate sa mai fi auzit de la altii despre tine, cert e ca m-am hotarat, in sfarsit, sa te cunosc cu adevarat si sa-ti acord sansa de a te cunoaste mai bine. Am insa impresia ca si tu imi acorzi mie aceeasi sansa si ca nu incerci sa imi vinzi nimic cu forta.

Ai imbinat cu succes criteriul de credibilitate cu cel de pertinenta. Mi-ai propus, cu alte cuvinte, produse de care eram interesat si te-ai bazat pe increderea pe care mi-ai castigat-o treptat sau pe ceea ce am auzit de la alti oameni despre tine.

Cam astfel arata relatia dintre un client si un brand atunci cand atasamentul functioneaza si cand nu exista neconcordante intre promisiune si produsul care ajunge la client.

Iar multumirea clientului, cu atat mai mult cand este peste asteptarile acestuia, il va face pe acesta sa revina din nou la aceeasi companie si sa se transforme, incetul cu incetul, intr-un client fidel care apreciaza faptul ca brandul il face sa se simta unic si ca se tine intotdeauna de promisiuni, fara a strica vreodata aceasta relatie de incredere castigata in timp.
Autor: Mihaela Pascu


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