Urban Wallace Associates
We discover why people buy.

Articles List

Articles by topic

Posts tagged purchase logic
Using Research to Identify Purchase Logic

Customers and prospects will not tell you what their Purchase Logic is. In some measure this is because they do not know themselves. However, they also cannot be expected to take the time required to try. They are busy with their own businesses and lack the incentive to worry at length about how you could serve them better than your competitors. The lion's share of the work therefore rests on your shoulders.

Read More
How to Identify Market Segments That Want Your Product or Service

Segmentation is a way to understand your market. Segmentation divides a market into distinct groups of customers that want a product or service and explains why they want it. A segment is a group of customers who exhibit the same buying behavior and seek the same benefits from a product or service. We refer to these shared characteristics as "purchase logic."

Read More