Bridget Brennan, CEO of Female Factor, shows readers how to beat competitors and grow overall market share by applying the fundamentals of creating a customer experience that appeals to the most powerful consumer decision makers: women.
When people think about the world’s growth markets, they often envision countries like China and India. Yet they miss the largest one right here at home: women. With women driving 70 to 80 percent of consumer purchasing, it would seem an obvious strategy to learn how best to appeal to this continually expanding market. Common sense? Yes. Common practice? No.
In Winning Her Business, Bridget Brennan, advisor to some of the world’s biggest brands and businesses, provides a roadmap for selling in a world dominated by the rise of women’s economic power. She points out how classic sales practices that focused on simply offering product knowledge are no longer enough in today’s Google-informed world. Instead, savvy business people must adapt by learning how to deliver transformational customer experiences that speak to women, and by developing stronger interpersonal skills, value-added knowledge, and emotional-engagement techniques that inspire sales, referrals, and repeat business.
Bolstered by a dozen years of research, Brennan offers invaluable insight into women as consumers and shows readers how, at the end of the day, mastering an inclusive customer experience is something everyone appreciates.
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About the Author
Bridget Brennan is the CEO of Female Factor, the world’s top consultancy focused on women consumers. She is the leading professional speaker on the subject of engaging women as customers and decision makers. She is also the author of the book Why She Buys: The New Strategy for Reaching the World’s Most Powerful Consumers (Crown Business, 2011). In her work, she’s conducted research with thousands of women on their purchasing habits and preferences, and provides counsel to Fortune 500 executives and sales teams on developing strategies to grow their businesses. She was named a “Woman to Watch in Retail Disruption” by the Remodista think tank and is a contributing writer for Forbes.com. Additionally, she is a member of the Vikings Women Advisory Board of the Minnesota Vikings National Football League team and a frequent guest lecturer at universities.
In her work at Female Factor, Brennan developed a sales training program that has been implemented successfully at major companies throughout the United States. Based in Chicago, she is a sought-after presenter at conferences and industry events around the world. Learn more about her at www.bridgetbrennan.com.
Table of Contents
Chapter 1 Your Biggest Growth Market Is Already Here 1
Chapter 2 What Selling Looks Like Now 13
Chapter 3 The Four Motivators Framework 23
Chapter 4 Motivator #1: Connected: Create an Emotional Connection with Your Customers 43
Chapter 5 Motivator #2: Inspired: Inspire Your Customers to Do Business with You 77
Chapter 6 Motivator #3: Confident: Instill Customers' Confidence in You and Your Products 101
Chapter 7 Motivator #4: Appreciated: Make Your Customers Feel Appreciated for Their Business 125
Chapter 8 Top Trends Driving Women's Buying Patterns: A Road Map to Exceeding Customer Expectations 143
Chapter 9 Your Monday Morning Action Plan 175
About the Author 199