Understand Your Buyer > How to Engage > The Strength Effect
What is it?
The Strength Effect is all about indicating the strength of your offering so your buyer can understand both what to expect and if it’s suitable for their needs.
Why does it work?
It works because it minimises potential risks and unknowns, providing the information and opportunity the buyer needs to buy. If you know how “strong” something is before you buy, you know if it’s sufficient to meet your needs, or if it’s too much or too little.
How can you use it?
Depending on your offering, how could you indicate the strength of what you offer and what that might mean for your buyer? Would the strength measure the time, output or speed of your offering? Choose the most suitable variable that would be relevant to your buyer (such as strength of cheese).
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