PULSE is an excellent tool for you to learn valuable information from your buyers and move from good to great through their eyes.
If you are in the sales or marketing field you know how important it is to listen to your customers and buyers. Though most may not tell you directly, they do have an opinion about you and your firm. You must learn what that is, how it compares to the competition, and how you can continue to monitor it.
PULSE can help you keep in touch with your buyers.
Research has shown that most buyers have five major categories from which they measure your performance.
- Product Quality- For tangible products this may include features, fit and durability. For intangible products this may include content and style.
- Service Quality- This can include all levels of your organizations service, from the first encounter to the final handling of the final invoice. Each interaction is important, but some can make or break the relationship.
- Quality of Relationship Between Buyer and Seller- Relationships sell more products than features or price. We buy more from organization's and/or people with whom we have strong relationships.
- Image/Brand- Buyers want to know they are dealing with a brand which fits their purchase needs.
- Price /Value Perception- Buyers will consider price and value at all segments of the relationship, i.e.; initial purchase, ongoing costs and upgrades. Price is important and is always balanced with perceived value vs. the competition.
Together, these five categories create a buyer's view of you and your organization. You can use the PULSE survey software to learn what your buyers think about you and your organization in each of these five categories. Customize your survey questions to best capture the buyer's view of you and your company in each topic. Ask how you stack up compared to your competition. Ask how you can improve or what you should focus on to close the gap on market leaders. Ask what you can do to retain your lead.
With PULSE, you will learn what you need to do to win more buyers and move you and your organization from good to great in their eyes.