Michelle Carvill offers an insight into why clients buy and how to ensure your clients keep coming back for more.
It’s rare for accountants (or any business owner for that matter) to truly understand the client’s decision making process. The majority might suggest that price is the largest contributing factor as to why people choose them over anyone else. While the importance of price cannot be underestimated, there’s usually far more to it than that.
What do clients value?
Studies have consistently shown that the top five issues people buy on are:
- Convenience (ease of shopping)
- Relationship with seller/service provider
- Product/price/time (specifications, price or availability)
- Perceived indifference