WHY CUSTOMERS BUY…

Why customers buy is more important than what they buy.

To group customers by needs, an organization must first understand the motivating factors that a set of customers has in common.

Conducting “needs” segmentation: knowing why a customer buys, can do more to help increase customer value than studying behavior: knowing what a customer buys. Here’s why. The motivation to purchase may be distinct for different customers who are buying the same product.

Read more HERE

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