Practical Sales Training™ > How to connect with your buyer > The Made to Measure Effect
What is it?
The Made to Measure Effect is all about tailoring your offering to meet the needs of your buyer.
Why does it work?
A variation of the Personalised Effect and the Made to Order effect, this is all about reducing risk for your buyer and assuring them that you are very likely to meet their needs because everything you offer is tailored specifically for them.
How can you use it?
Depending on your offering, could you have a more tailored service where you introduce or adapt elements that will make what you do, be as relevant and as effective as possible for your buyer?
How could you adapt to elements such as timescale, quantity, colour, quality, scope, size, strength and any other variable that will change from buyer to buyer?
Example:
A personal trainer doesn’t sell pre-set workout plans. Instead, they offer:
“A fully tailored fitness program based on your goals, schedule, and fitness level – whether you want to train 3 days or 6, at home or at the gym.”
Each client receives:
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A personalised workout routine
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Customised meal guidance
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Weekly progress adjustments
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Flexible time slots for check-ins
Why it works:
The buyer feels seen, heard, and supported. Rather than adapting to a generic plan, they’re buying something built for them – which reduces uncertainty and increases perceived value. It feels more premium, more effective, and more worth the investment.
