Tag: Jason Lewallen
Buying Triggers: Pull data, analyze, repeat
August 22, 2016Jason Lewallen
A. Let's assume that you have determined your top buying triggers, you've found a way to quantify why people need products, and you know why they are choosing your company. The next step is to set up a six-month analysis. You will be looking for a very specific set of numbers over the previous six months.Look at how many referrals you are getting related to your “why they need a product” buying trigger. How many referrals have you received related to a specific diagnosis or a unique reason?...
Buying triggers: Recognize your reputation
July 25, 2016Jason Lewallen
A. Depending on your process, you will identify your standard buying triggers within the first three months of tracking them. Each market dictates variations in buying triggers, but overall, the customers' needs fall into categories like, “diagnosis,” “self-referred” and “needs equipment replaced.” The key to using this data is to understand why the customer decided they needed a product in the first place. The trends in this information will tell you what your...
Buying Triggers: Find out why they chose you
June 21, 2016Jason Lewallen
A. The two key HME buying triggers are “the reason they need a product or service” and “why they choose your company over your competitor.” The first buying trigger is easy to obtain. The second, on the other hand, is not so simple.Every customer you sell to will have a need or desire for the product you offer. That is true in every business across all industries. When the product is medically necessary, that data becomes drastically easier to capture. You need to capture...
Buying Triggers: Capture and quantify
May 23, 2016Jason Lewallen
A. A buying trigger is the circumstance, pain point, or change-event that causes a prospect to begin a buying process with you. Anyone trained in sales best practices knows the power of a pain point when it comes to closing a deal. What they may not realize is that capturing and quantifying buying triggers can drastically improve the way you interact with your referral sources, bringing you more business and increasing the effectiveness of your sales efforts.In HME, each potential lead has two buying...