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Member You - The Consumer Purchase Decision Making Process

Designing Your Healthy Administration - A Management Overview
Management or Leadership?Simply stated, management ensures that things get done, in accordance with accepted policies, based on the reality of a situation. It involves deciding the how, and the when and often the who. The who can be

point-of-purchase, incentive materials and ads.

Actual Purchase: Point of sale materials, posters, Add-on offers, up selling incentives help here.

Buyers Remorse: Awareness advertising again, customer service, follow up, direct mail

Tryers: Direct Mail, awareness advertising, "wo

3 Special Benefits Every Customer Wants
Every customer looks for 3 special benefits when they do business with you. They may not specifically ask for these benefits. But you're losing sales if you don't automatically provide all 3.1. Fast ResultsProspective custom

There is more to making a purchase than just making the purchase itself. All consumers, whether in a store or online, go through several decision steps when making any kind of purchase, whether large or small. This chart outlines the state of mind of the consumer from unawareness of the offering all the way down to when consumers become strong advocates for the offering (word of mouth). It also shows how marketing and advertising can significantly influence the decision making process, and what media are appropriate for each stage.

UNK/UNKs: Awareness advertising to those "Unkown/Unknowns who do not yet know they have a need.

Need Awareness: Awareness/case making advertising to place advertiser "top of mind", mind share building.

Need Assessment: Benefits oriented advertising to shift need solution toward advertisers offering

Data Collection: Benefits oriented, educational advertising, informational and comparison print collateral such as brochures, flyers, direct mail.

Data Evaluation: Information and comparison print brochures, spec sheets, flyers direct mail.

Decision to Purchase: Sales or price point oriented advertising, direct mail, point-of-purchase, incentive materials and ads.

Actual Purchase: Point of sale materials, posters, Add-on offers, up selling incentives help here.

Buyers Remorse: Awareness advertising again, customer service, follow up, direct mail

Tryers: Direct Mail, awareness advertising, "wor

5 Tips On Getting Your Customers To Love You
Yesterday, I received a letter in the mail and it was not a bill or a fake advertising letter. It was a genuine letter with a label and a sticker and a handwritten address. I was a little surprised, as I have not received a written letter in

ll the way down to when consumers become strong advocates for the offering (word of mouth). It also shows how marketing and advertising can significantly influence the decision making process, and what media are appropriate for each stage.

UNK/UNKs: Awareness advertising to those "Unkown/Unknowns who do not yet know they have a need.

Need Awareness: Awareness/case making advertising to place advertiser "top of mind", mind share building.

Need Assessment: Benefits oriented advertising to shift need solution toward advertisers offering

Data Collection: Benefits oriented, educational advertising, informational and comparison print collateral such as brochures, flyers, direct mail.

Data Evaluation: Information and comparison print brochures, spec sheets, flyers direct mail.

Decision to Purchase: Sales or price point oriented advertising, direct mail, point-of-purchase, incentive materials and ads.

Actual Purchase: Point of sale materials, posters, Add-on offers, up selling incentives help here.

Buyers Remorse: Awareness advertising again, customer service, follow up, direct mail

Tryers: Direct Mail, awareness advertising, "wo

Create Your Vision of Success
Most marketing strategies are about being in motion. Have a plan, be proactive, and take the necessary action steps. Although being proactive is a necessary aspect of marketing, an often overlooked and yet equally important part is your comp

nowns who do not yet know they have a need.

Need Awareness: Awareness/case making advertising to place advertiser "top of mind", mind share building.

Need Assessment: Benefits oriented advertising to shift need solution toward advertisers offering

Data Collection: Benefits oriented, educational advertising, informational and comparison print collateral such as brochures, flyers, direct mail.

Data Evaluation: Information and comparison print brochures, spec sheets, flyers direct mail.

Decision to Purchase: Sales or price point oriented advertising, direct mail, point-of-purchase, incentive materials and ads.

Actual Purchase: Point of sale materials, posters, Add-on offers, up selling incentives help here.

Buyers Remorse: Awareness advertising again, customer service, follow up, direct mail

Tryers: Direct Mail, awareness advertising, "wo

Two Types of Business Plan Executive Summaries
Companies seeking capital often ask how long the Executive Summary of their business plan should be. The answer depends upon the use of the summary, mainly determining if 1) it precedes the full business plan, or 2) it will be used as a stan

d, educational advertising, informational and comparison print collateral such as brochures, flyers, direct mail.

Data Evaluation: Information and comparison print brochures, spec sheets, flyers direct mail.

Decision to Purchase: Sales or price point oriented advertising, direct mail, point-of-purchase, incentive materials and ads.

Actual Purchase: Point of sale materials, posters, Add-on offers, up selling incentives help here.

Buyers Remorse: Awareness advertising again, customer service, follow up, direct mail

Tryers: Direct Mail, awareness advertising, "wo

Fundraising Appeal Letters: Make Yours Novel Using Fiction Techniques.
What would happen if the author of The Da Vinci Code wrote your next direct mail fundraising appeal letter?Would your letter be boring? Predictable? Forgettable?I’ll give the answer in a minute.Your donors will no

point-of-purchase, incentive materials and ads.

Actual Purchase: Point of sale materials, posters, Add-on offers, up selling incentives help here.

Buyers Remorse: Awareness advertising again, customer service, follow up, direct mail

Tryers: Direct Mail, awareness advertising, "word of mouth". Educational supportive ads that remind value proposition.

For more information, or to read more articles like this one by Tim Kenney, please visit us online at www.tkm2.com or www.marketingadvertisingdesign.com

© Copyright 2007. Tim Kenney Marketing | www.marketingadvertisingdesign.com

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