The Ultimate Customer Formula

Part 2
The Ultimate Customer Formula
By Noah St. John, Ph.D.

Let's start with why someone becomes a Customer in the first place. First, a person has a Want - something they desire. It could be either to alleviate a PAIN or to increase their PLEASURE. That pretty much covers human Want.

Then, they find out about you (through something called marketing) - and something they read, hear, see or experience in your marketing makes them Trust that you will deliver to them the fulfillment of their Want.

If you fulfill what you said you would - you help fulfill their Want - then they are satisfied with their purchase. They are now your Customer because they Trust you.
So what do you do now?

That's where most businesses fail. They go, "Whew, we got another one. OK, where do we get the next one?"

But don't you get it? You can get your next Customer - or dozen Customers - from that first satisfied Customer!

How? Simple: make them feel good about their purchase. Ask if there's anything else you can do. See what else they need or want - that they may not even have thought of. Ask questions that no one else is asking.

Or, just be so much better than the other guys, that your Customers have no choice but to choose you to fulfill their Want.