Many firms apply Maslow’s hierarchy of needs to seduce customers – but stop once a sale is made. Why not continue?
Explaining customer needs through the theory of Maslow is common practice. Marketers often apply the principles to attract new customers. However, if you fail to continue to do this once you have attracted a customer, your ability to retain them will be compromised.
In this article, Onno Bloemers, Delta Capita Insurance Lead, suggests an approach that takes into account the position of the client within the needs pyramid. After all, if you understand the initial need that has led to a buying decision, you can continue to apply this to retain your customers.
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