I remember from my time in J. Walter Thompson
a process that analyzed the purchasing system
of a product. She is beginning by the need, followed by the search, the proof, the comparison, the purchase, experience and repetition (if the experience was good).
Obviously, yes, “buying system” It was very complete and sophisticated investment in large-the homebuying, a car- and much simpler in the case of a product of impulse buying, like an ice-cream (is hot, passing through a kiosk and bought ice cream).
Is the purchasing system is applicable to persons?
In a way yes, but I will point out some logical changes resulting from the more emotional and enduring nature of the human condition. And since people are not objects to be bought (agree, He has not yet entirely disappeared slavery, but we speak in general terms), we will focus on staff efficiency MESSAGE.
I distinguish 5 steps to calibrate a personal message cale deep and be effective:
1. Notoriety. I know you?
2. Affinity I know what you offer?
3. Do I need to fit what you propose me?
4. Choice. Are you better than your competition?
5. Fidelity Do you keep your promises?
Next week we thoroughly on stage 1, notoriety.