Seven Motivating Factors That Help Executives Decide To Buy From You

By Justin Hitt, Executive Relations Advisor, http://hittpublishingdirect.com/

Imagine doing exactly what makes busy executives leap from their corner offices towards what you sell. What will happen when you design marketing materials, sales presentations, and selling methods that excite the emotions of executive's buyers?

If you know what motivates executives to decide to buy, you can be on the way to breakthrough results. Here are seven motivating factors that help executives decide to buy from you over anyone else:

1. Increased revenues -- Executives want to their company to make more money this year than it did last, real revenues generated from new customers or solutions they provide to their clients. Revenues create potential for profits.
2. Decreased employee turnover -- It's very expensive to hire and retrain employees, so to keep more of the ones an executive has, the greater funds available to invest in growth. Help them keep their best employees to keep an executive coming back for more.
3. Improved customer retention levels -- Same as employees, the more customers a company can keep the more effective is their marketing and sales return on investment. Show how your solution can increase customer loyalty.
4. Faster response time -- Ask and you'll find some area an executive wants quicker turn around, fewer delays, and greater efficiency. Help them find the areas in their business where your solution will improve response time.
5. Decreased operational expenses -- Costs are one of the biggest obstacles to profits for every executive, reduce costs while increasing revenue for maximum value. How is your solution a cost saving proposition?
6. Reduced cost of sales -- Along with retention, executives want new customers for less. Even if your product isn't directly involved with the sales and marketing process, show how it can increase a perception of value that perhaps reduces sales costs.
7. Minimized risk -- With so much on the line, many executives are risk adverse. Look for ways to remove or eliminate their risk in making a decision to purchase from you. Stand behind your guarantees.

A bonus-motivating factor that both sales and marketing must consider in every customer interaction is that executives ...

8. Want of appreciation -- Yes, they want growth in business value, but more importantly, they want recognition for their accomplishment. It's difficult to be an executive with all the pressures and responsibility, very few actually get to enjoy a life of luxury.

Since every executive is different, these eight factors don't go far enough to cover every motivator that helps executives decide to buy from you. To know for sure, you need certain tools that help you identify the desires of the specific customers you serve.

Once you understand what motivates executives, you need new ideas to attract their attention to consider the value in what you offer. Those ideas can come from your swipe file, research in executive behavior, joint ventures, or specific marketing channels that put you directly in touch with executive decision makers.

Use these motivating factors to create sincere relationships with these key decision makers. When you motivate the executive they champion your solution, even help you walk it through their purchasing process. How can you tie your product to one of these points for better selling results?

© 2005 Justin Hitt, All rights reserved.
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Justin Hitt, a copywriter and executive relations advisor for Hitt Publishing Direct. To contact him, or learn more strategies for selling and marketing to executives, visit http://hittpublishingdirect.com/

Next learn three ways to demonstrate how your solution contributes to increase revenues ...

Table of Contents

Seven Motivating Factors That Help Executive Decide To Buy From You

1. Three Ways To Demonstrate How Your Solution Increases Revenues,
2. Why Decreasing Employee Turnover Motivates Executives To Buy Now,
3. Why Is Customer Retention So Important To Executives In Business-To-Business Firms,
4. How Demonstrating You Can Improve Response Time Will Motivate Executives To Buy,
5. If You Can Decrease An Executives Operating Expenses They'll Have No Reason Not To Buy,
6. How To Close With Executives By Demonstrating A Reduction Of Costs Of Sales,
7. Are You Minimizing An Executives Risk By Purchasing With You?,
8. How You Can Help Every Executive Feel Appreciated,