Understand Your Buyer> How to Engage > The One Stop Shop Effect
What is it?
Convenience is a powerful motivator for your buyer. If you sell everything they need to achieve the result they are looking for, then describing yourself as a one stop shop can be a compelling thing.
Why does it work?
It works because, as buyers, we like things to be easy. If I only have to deal with you and you can sell me everything I need, it feels like you are a specialist and capable of meeting my needs.
How can you use it?
You will know straight away this will apply to you.
Simply ask yourself – “do we sell everything our buyers need to solve xyz problem or achieve xyz goal?”
Example
This bike shop sells bikes, services them, rents them and sells accessories- it’s everything you need.
See also
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